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Translating Value

Translating Value

Westin Hotel, Toronto

Members of Medline Industries Canandian team work on the "Value Translation" exercise at the Canadian two day Sales Academy. This exercise looks at features and benefits and translates them into "motive questions". Through questions we can assess with less risk what part of our value proposition is important to the customer. Through questions we can also lower the "threat meter" by maintaining the non selling posture.