Last Updated Jul 16, 2009 8:53 AM EDT
SCENARIO: You're selling software that helps companies support their own customers. You've been handed a " sales script" that contain two similar core messages for your product. You're told you can use either one during your sales conversations:
- MESSAGE #1: "With this product, your support staff will be able to get the information they want, when they want it. Your customers will be serviced more quickly, and you'll have 60 percent less downtime. And that means your customers won't be left hanging."
- MESSAGE #2: "Our software integrates with your back office software. Because of this, we can improve productivity in your support group and reduce your downtime by 60 percent. It is our recommendation, therefore, that you replace your current software with our product."
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