Bridging is an important skill in which you help the customer understand how a [[Feature]] is to their [[Advantage]]. By inspecting [[The Universal Benefits]] you can translate how features possibly are advantageous to invidividuals. Bridging is done in five steps:

# State their problem in your own words
# Explain the product feature that will solve their problem
# Support the feature with facts and data
# Bridge to a universal benefit
# Support the benefit with facts and data
bag
howtomakethesale_public
created
Sun, 12 Jun 2011 10:39:08 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 10:39:08 GMT
modifier
dirkjan
tags
How you make the sale
M16
Term
creator
dirkjan