When delivering company informa-
tion, remember to apply the features/
benefits test to it. If it's a feature ("We
have three locations."), tie it to a benefit
("Which makes it easy for us to get you
parts when you need them.")
Place your company overview at the
very end of your presentation. Better
yet, have it available as a leave-behind.
Or just drop it all together. Trust me, it
won't be missed.
WWJ
Twitter @WaterWellJournl
WWJ February 2015
53
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Julie Hansen is a professional sales trainer,
speaker, and author. She authored the book
ACT Like a Sales Pro in 2011 and has been
featured in Selling Power, Entrepreneur, and
Sales and Service Excellence magazines. She
can be reached at julie@actingforsales.com
and www.actingforsales.com.
Got a Topic?
This month's article was inspired by a
Water Well Journal reader. If you have a
sales topic or challenge you would like
to see addressed in future issues, send it
to me at julie@actingforsales.com and I
will do my best to tackle it!
