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Selling Above and Below the Line by William Skip Miller

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CHAPTER 1

You Are Selling More ThanJust Features and Benefits

Carlos was confident. He had been in this position before, and he was on a roll. He stood at 142 percent of his quota YTD, and if he closed this deal, it would make his year, with three months to go.

“Do you think we have covered everything?” his manager, Jeanne, asked. “This looks good, but are you sure about tomorrow’s meeting with the COO and CEO? This seems quite technical to me.”

“It’s good, Jeanne. They’re both very technical people. The manager who they are relying on told me what to say. We’ve only got thirty minutes to explain to them why we are the best solution. I’ve cut out all the fluff and will present just the essentials on who we are, why we are uniquely qualified, ...

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