Stop Memorizing Technical Specs!

Does your team really need to memorize your product’s technical specs?  It is far better for them to know how the spec relates to a customer benefit than the spec itself.  For example, stating that a machine operates at 60 cycles per minute is just useless trivia unless the customer has identified the need and will benefit from faster cycle speeds. 

As a general rule, if it’s listed on the back of a brochure, they don’t need to memorize it!

Aim Higher!

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Susan A. Enns, B2B Sales Connections,, or

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