Focus on benefits, not specifications.
Focus on value, not price.
Focus on show, not learn.
Focus on emotions, not reasons.
Focus on you, not I.
Are you a camera salesman? In my opinion, this type of techno , consumer sales is more personalised and tuned to 80% emotion and 20% logic. Some salesman may even leverage on impulse buying to close a sale.
You might argue (textbook style) that the logic and principal is the same for anything you sell but when it comes to the complex high value products like Telecommunication systems it may be a different ball game. It takes alot more than just "Build a better mousetrap, and the world will beat a path to your door". A whole eco-system, relationship, price, tenacity and team winning culture is required. Anyone going for coherent 100G/400G? I sell the best one you can find.. and it is not a lemon.
