#6 Sales Certification Course w/ Mike

The feature is what the solution is and a benefit is what the solution does.

Proofs can be testimonials, demonstrations, photos, anything else that demonstrates what you're telling them is true and factual and you can back it up.

You never ever ever present more than two proposals, ever.

The proof is required. But I want you to write down up on top on top of that fourth column, right up in here, I want you to write the words may not use.