March 29, 2016 – Presenting

Think about what the customer values most and link your features and benefits to those values. What your customer values most is what is going to inspire her to take action. Although a solution geared to features and benefits is a critical component in your presentation, remember that your customer is motivated by her values. What a customer values and what motivates a customer are uniquely personal to each individual. Think about what issues, words, terms, and phrases your customer has emphasized time and again and be sure connect your solution to those concerns.