9. WHAT YOU SHOULD KNOW?
WHAT PROBLEMS DOES
YOUR PRODUCT
SOLVE?
WHAT PROBLEMS
MAY YOUR
CUSTOMER HAVE?
WHAT VALUES
DOES YOUR FIRM
REPRESENT?
10. HOW CAN IT HELP
YOUR CLIENT?
WHAT SOLUTION
DOES IT PROVIDE?
WHAT NEED
DOES IT FULFILL?
HOW CAN YOUR
CLIENT BENEFIT?
WHAT PROBLEMS DOES
YOUR PRODUCT
SOLVE?
11. WHAT ISSUES ARE TYPICAL
FOR HIS BUSINESS?
HOW DOES HE
MANAGE HIS STAFF?
HOW DO THEY
COMMUNICATE?
WHAT PROBLEMS
MAY YOUR
CUSTOMER HAVE?
12. WHAT KIND OF
SERVICE CAN YOU
OFFER?
WHAT SUPPORT
CAN YOU PROVIDE?
WHAT RELATIONS DO
YOU WANT TO BUILD?
WHAT VALUES
DOES YOUR FIRM
REPRESENT?