It will feel a little backward, but powerful. Thinking like a customer, not a salesperson, to present your products will feel awkward the first few times. When you begin presentations with the goals and measurable benefits of the conditional commitments, and not features and benefits, it runs contrary to your training and selling habits. When it becomes apparent that old habits get in the way of selling value, you will find it easy to get rid of them.
This chapter provides customers with every reason to say yes to your product selections by explaining:
How you turn products into solutions that achieve customers' goals
How to conduct MP 3: Cement Solution and MP 4: Implement Agreement so purchase orders become foregone conclusions
How to make powerful technical presentations to nontechnical buyers
How to make sure your proposals (formal offers to customers) are pulled through by customers and not pushed through by you