objectives
and reduce their Total Cost. The Presentation Development
module guides you through the process of developing
such a presentation.
Stage
3 – Proposal: Total Cost impact (from the Unique
Selling Proposition module).
Stage 4 – Strengths & Assets: additional
abilities you want to highlight.
When
you add value, you’re providing a product or service
that will make your customer more profitable. But value is
measured one event at a time. What most companies need is
a way to show the customer the Total Cost savings they provide.
Stage
1 – Introduction: key abilities you bring to the relationship.
Stage 2 – Customer Objectives: what is important
to the customer.
