QUICK TIPS TO FACILITATE THE PRESENTATION OF YOUR SOLUTION
• Connect your solution to the value the buyer receives using Whats to WiifTs.
• Prepare to include your buyer in different ways when discussing your solution. Involve Them mentally and physically by telling stories, sharing best practices, offering hands-on items, showing prototypes and samples, and asking feedback questions. Involve their senses whenever possible.
• Connect value to the cost information using Whats to WiifTs.
• Incorporate your buyer’s Tribal Type customs into the types of proof and WiifTs you share.
• For groups, use a variety of inclusion strategies and proof points to engage and involve everyone.
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