There are three ways to describe capabilities:
* ''[[Feature]]s''
* ''[[Advantage]]s''
* ''[[Benefit]]s''

Demonstrating capabilities involves transforming [[Advantage]]s into [[Benefit]]s:
* Prevent [[Objections]] than having to "handle" objections
* Help, internal sponsors sell for you most effectively
* Gain buyer support or approval for your solution

!Purpose
Demonstrating capability effectively involves:
* Completing the [[Investigating]] stage and have all [[SPIN]] questions asked
* Your buyer has to express an [[Explicit Need]] that your solution can meet
bag
sales_public
created
Wed, 22 Jun 2011 21:03:52 GMT
creator
dirkjan
modified
Wed, 22 Jun 2011 21:03:52 GMT
modifier
dirkjan
tags
M16
Term
The Four Stages of a Sales Call
creator
dirkjan