Electric Heating Co., Inc

Value Proposition II

When the opportunity to present Value Propositions, many salespeople will simply provide a list of every benefit that their product offers. While this approach demonstrates product knowledge, it often fails to address specific buyer needs. As we have discussed in past Newsletters, the needs can only be exposed through a line of focused questioning.

Then, benefit focused propositions will be effective if the salesperson differentiates how each selling point provides more value than the competition. By focusing on each need exposed through questioning, the salesperson can apply the list of features that have an inherent benefit for the prospect. The two page brochure that Dalton Electric makes available to you shows the five benefits of the Watt-Flex® cartridge heater on the left side ... simply apply each appropriate benefit to each need.

Good selling !!!

30 Years at Dalton

Frank Colantoni joined Dalton Electric thirty years ago and has served as a welder for the majority of that time. He has been a bigger-than-life character for all of his years here and is well loved by the employees of Dalton. Yesterday we celebrated his anniversary with a Chinese buffet for lunch at Dalton Electric. It was capped with cake and ice cream and everyone went back to work absolutely stuffed.

Frank has the day off today and will work on spending his three generous gift debit cards. We all rejoice in Frank's years here and look forward to many more.

Friday Funnies

A group of chess enthusiasts checked into a hotel and were standing in the lobby discussing their recent tournament victories. After about an hour, the manager came out of the office and asked them to disperse. But why they asked, as they moved off. 'Because,' he said, 'I can't stand chess-nuts boasting in an open foyer.'

Dalton Electric Heating Co., Inc (978)356-9844
28 Hayward Street Ipswich, MA 01938 USA

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