The salesperson should answer the prospect's question of "What's in it for me?" with an answer that focuses on the product's performance characteristics.

Question

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The salesperson should answer the prospect's question of "What's in it for me?" with an answer that highlights the benefits and solutions the product can provide to the prospect's unique needs and challenges. It is important to focus on how the product can improve the prospect's situation, rather than just listing performance characteristics.

The Salesperson Should Answer the Prospect's Question of "What's in It