Dirkjan: Created page with "There are three ways to describe capabilities: * '''Features''' * '''Advantages''' * '''Benefits''' Demonstrating capabilities involves..."

2020-08-25T09:54:10Z

Created page with "There are three ways to describe capabilities: * '''Features''' * '''Advantages''' * '''Benefits''' Demonstrating capabilities involves..."

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

Demonstrating capabilities involves transforming [[Advantage|Advantage]]s into [[Benefit|Benefit]]s:
* Prevent [[Objections|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|Investigating]] stage and have all [[SPIN|SPIN]] questions asked
* Your buyer has to express an [[Explicit Need|Explicit Need]] that your solution can meet
[[Category:sales]]

[[Category:M16]]

[[Category:Term]]

[[Category:The Four Stages of a Sales Call]]

Demonstrating Capability - Revision history

Dirkjan: Created page with "There are three ways to describe capabilities: * '''Features''' * '''Advantages''' * '''Benefits''' Demonstrating capabilities involves..."