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This is very interesting. In personal selling (face-to-face), emphasis tends to be on features and benefits.

The personas work better. Proof is in the numbers.

In face to face selling you already know who you're dealing with and have prepared to address that person's (persona's) needs. With a website you never know what person (persona) will see it, so you need to cover more angles.

You have never sold door-to-door?

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