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Tip for April 20, 2006

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Why the prospect is NOT looking for top performing technology.

The prospect's buying motive is never the desire to use your products, but to gain the service your products will provide. Your company's prospects don't want great products that will give them better overall performance. Heresy! Not at all.

What your prospects want is to avoid the loss in time, money or peace of mind that would result if your products were not top performers. The prospect will buy only if it is to his/ her self interest

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