Customer Applications
In this section, you’ll provide the overview of the situation as described by the client. Think of this as your customer’s problem area. If selling office furniture, it may describe an out-of-date reception area, an ergonomically unsuitable research department of ten employees, an executive office that needs updating and upgrading, or more. Include the emotion behind the problems to which the customer needs a solution. (For example: “The president’s office is in need of updating so that he can present the company in the best light; indicating a bright future of company prosperity.”)
Remember: This is where you remind the customer of the needs he or she voiced in your qualifying. Use the customer’s words from your notes ...
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