10. To deliver true value we
need to have an acute
understanding of our
customers
needs and wants
11. What are the major challenges
facing him?
How does he see the future of the
business?
how is he measured?
what are his long term goals?
How is the marketplace situation
affecting his area of responsibility?
What does HE want to accomplish?
what is his dream scenario?
20. Attributes: Benefits:
Features: What value
What is it? What good does it bring
does that do? me?
Features: Attributes: Benefits:
Data, Facts & Which means …and to you
Design that… that means…
Features: Attributes: Benefits:
Trained Fast, efficent Save time
product & when a problem
experts sitting knowledgeable occurs
by 24 hrs a day support (& Money)