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	b2

cpertel

6-24-2009 12:51 PM

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<div style="margin: 12px 0px; font-family: arial; color: #333333; background: #ffffff; border: solid 4px #e5e5e5; width: 100%; clear: left;"><div class="CM_CTB_Content_Wrap" style="margin: 0px; padding: 0px;background-color: #ffffff;"><div style="border-bottom: solid 1px #dcdcdc; white-space: nowrap; margin-bottom: 8px; background-color: #eeeeee ;background-image: url(http://clipmarks.com/images/source-bg.gif); background-repeat: repeat-x; height: 24px; line-height: 24px; vertical-align: middle; padding-bottom: 4px; color: #666666; font-size: 10px;" ><a href="http://clipmarks.com/clip-to-blog/" title="see clips that are hot right now"><img src="http://content.clipmarks.com/blog_embed/4ae485f5-fb63-494d-b738-0cb7118028b9/2FBD2E77-8DAC-4A96-BF39-FFEDEA431CFF/" alt="" width="19" height="19" border="0" style="vertical-align: middle; margin: 0px 4px; display: inline; border: none; float:none;" /></a>clipped from <a title="http://skillport.books24x7.com/book/id_31041/viewer_r.asp?bookid=31041&chunkid=978987945" href="http://skillport.books24x7.com/book/id_31041/viewer_r.asp?bookid=31041&chunkid=978987945" style="font-size: 11px;">skillport.books24x7.com</a></div><blockquote style="text-align: left; padding: 0px 8px; margin: 4px 0px 8px 0px; background: transparent; border: none;" cite="http://skillport.books24x7.com/book/id_31041/viewer_r.asp?bookid=31041&chunkid=978987945"><DIV class="INFORMALTABLE">
<A target="_blank" class="OBJECT-LINK" href="http://skillport.books24x7.com/book/id_31041/outputobject.asp?bookid=31041&chunkid=978987945&objectid=nr-N170&objecttype=spreadsheet"><IMG height="11" border="0" width="13" src="http://skillport.books24x7.com/book/id_31041/images/b24-bluearrow.gif" alt="" /> Open table as spreadsheet</A>
<TABLE border="1" linktabletoexcel="yes" id="nr-N170"><THEAD><TR valign="top"><TH align="left" width="%" scope="col" class="th"> </TH><TH align="left" width="%" scope="col" class="TH"><P class="table-para">Probability of Success</p> </TH></TR></THEAD><TBODY><TR valign="top"><TD align="left" width="%" class="TD"><P class="table-para">High Dramatic Difference</p> </TD><TD align="left" width="%" class="td"><P class="table-para">53%</p> </TD></TR><TR valign="top"><TD align="left" width="%" class="TD"><P class="TABLE-PARA">Medium Dramatic Difference</p> </TD> <TD align="left" width="%" class="td"><P class="table-para">40%</p> </TD></TR><TR valign="top"><TD align="left" width="%" class="TD"><P class="table-para">Low Dramatic Difference</p> </TD> <TD align="left" width="%" class="TD"><P class="TABLE-PARA">15%</p> </TD></TR></TBODY></TABLE></DIV></blockquote><div style="height: 2px; font-size: 2px; background: #dcdcdc; border-bottom: solid 1px #f5f5f5; margin: 2px 4px;"></div><blockquote style="text-align: left; padding: 0px 8px; margin: 4px 0px 8px 0px; background: transparent; border: none;" cite="http://skillport.books24x7.com/book/id_31041/viewer_r.asp?bookid=31041&chunkid=978987945"><P class="first-para">To convert the excitement generated by Overt Benefit into sales, customers require that you provide persuasive credibility that you will do as you promise. Credibility has long been known to be important. The new news is how important it is. Customer confidence is at an all-time low. Data analysis indicates that Reason to </P></blockquote><div style="height: 2px; font-size: 2px; background: #dcdcdc; border-bottom: solid 1px #f5f5f5; margin: 2px 4px;"></div><blockquote style="text-align: left; padding: 0px 8px; margin: 4px 0px 8px 0px; background: transparent; border: none;" cite="http://skillport.books24x7.com/book/id_31041/viewer_r.asp?bookid=31041&chunkid=978987945"><P class="first-para">What’s in it for the customer? The concept of focusing on benefits instead of features has long been known to be critical to success. The new news is how overt you need to be in today’s cluttered market place. In order for customers to “get it” today, you must be direct.</P></blockquote><div style="height: 2px; font-size: 2px; background: #dcdcdc; border-bottom: solid 1px #f5f5f5; margin: 2px 4px;"></div><blockquote style="text-align: left; padding: 0px 8px; margin: 4px 0px 8px 0px; background: transparent; border: none;" cite="http://skillport.books24x7.com/book/id_31041/viewer_r.asp?bookid=31041&chunkid=978987945"><TABLE border="1" linktabletoexcel="yes" id="nr-N30"><THEAD><TR valign="top"><TH align="left" scope="col" class="TH"> </TH><TH align="left" scope="col" class="TH"><P class="table-para">Probability of Success</p> </TH></TR></THEAD><TBODY><TR valign="top"><TD align="left" class="TD"><P class="TABLE-PARA">High Overt Benefit</p> </TD><TD align="left" class="td"><P class="table-para">38%</p> </TD></TR><TR valign="top"><TD align="left" class="td"><P class="table-para">Medium Overt Benefit</p> </TD><TD align="left" class="td"><P class="TABLE-PARA">26%</p> </TD></TR><TR valign="top"><TD align="left" class="TD"><P class="TABLE-PARA">Low Overt Benefit</p> </TD> <TD align="left" class="td"><P class="table-para">13%</p> </TD></TR></TBODY></TABLE></blockquote><div style="height: 2px; font-size: 2px; background: #dcdcdc; border-bottom: solid 1px #f5f5f5; margin: 2px 4px;"></div><blockquote style="text-align: left; padding: 0px 8px; margin: 4px 0px 8px 0px; background: transparent; border: none;" cite="http://skillport.books24x7.com/book/id_31041/viewer_r.asp?bookid=31041&chunkid=978987945"><DIV class="informaltable">
<A target="_blank" class="object-link" href="http://skillport.books24x7.com/book/id_31041/outputobject.asp?bookid=31041&chunkid=978987945&objectid=nr-N104&objecttype=spreadsheet"><IMG height="11" border="0" width="13" src="http://skillport.books24x7.com/book/id_31041/images/b24-bluearrow.gif" alt="" /> Open table as spreadsheet</A>
<TABLE border="1" linktabletoexcel="yes" id="nr-N104"><THEAD><TR valign="top"><TH align="left" scope="col" class="th"> </TH><TH align="left" scope="col" class="TH"><P class="TABLE-PARA">Probability of Success</p> </TH></TR></THEAD><TBODY><TR valign="top"><TD align="left" class="TD"><P class="TABLE-PARA">High Reason To Believe</p> </TD><TD align="left" class="td"><P class="TABLE-PARA">42%</p> </TD></TR><TR valign="top"><TD align="left" class="td"><P class="table-para">Medium Reason To Believe</p> </TD> <TD align="left" class="TD"><P class="table-para">29%</p> </TD></TR><TR valign="top"><TD align="left" class="TD"><P class="table-para">Low Reason To Believe</p> </TD><TD align="left" class="td"><P class="TABLE-PARA">18%</p> </TD></TR></TBODY></TABLE></DIV></blockquote></div><div style="margin: 0px 6px 6px 4px;"><table style="font-size: 11px;border-spacing: 0px;padding: 0px;" cellpadding="0" cellspacing="0" width="100%"><tr><td style="background:transparent;border-width:0px;padding:0px;">&nbsp;</td><td align="right" style="background:transparent;border-width:0px;padding:0px;width:107px" width="107"><a href="http://clipmarks.com/share/2FBD2E77-8DAC-4A96-BF39-FFEDEA431CFF/blog/" title="blog or email this clip"><img src="http://content6.clipmarks.com/images/c2b-foot.png" border="0" alt="blog it" width="107" height="17" style="border-width:0px;padding:0px;margin:0px;" /></a></td></tr></table></div></div>

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