Buzz words...NOT

Giving a feature a name is common practice in the telecom business. Sometimes the name gets so technical and long it is referred to in a abbreviated way (VoIP, SIP, PRI...etc.). When communicating with prospects there is a tendency to use these technical names and acronyms and feel like you are communicating effectively. Instead...you may be losing them! Rather than focusing on what something is called...try focusing on the benefits in simple and clear language. I once did a presentation to a prospect and discussed for five minutes their business needs and the product's ability to handle those needs in a specific area. When I finished the prospect said "that's fantastic!...what is that called?". That is when I knew I had done a good job. I never called the feature by its name. A side benefit to this presentation delivery is that if the prospect does not know the name of a feature...he/she will have a hard time finding it somewhere else. Which is good since another vendor's feature (even with the same name) may not fit the application and deliver the benefits as well as your product. Excellent Selling!