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Fast Facts

In 2005, there were an estimated 6,159,000 police-reported traffic crashes, in which 43,443 people were killed and 2,699,000 people were injured. (NHTSA 2005 Traffic Safety Facts Overview)

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April 2004 Focus on Customer Service

Posted: Apr 3, 2004

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The need/benefit connection

Bridging a customer's needs and wants to the benefits and features of your products and services is not always an easy task. When completed, though it is time for the sales presentation or proposal. When making that pitch, keep in mind that many prospects buy based on emotions first and justify later. And, they are probably evaluating you based on your:


  • Responsiveness - Do you understand their business and can you provide what they need?
  • Expertise - What is your knowledge level of your products/services? Have you handled similar situations?
  • Cost/Value - Is this a fair, competitive price? Will your company provide me an easier way, better quality, reduced risk, convenience? What is the expected return on investment?


Addressing these factors can lead to a successful presentation.
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