Paul addresses the customer’s need for quantifiable proof of your solution’s viability.

Show Notes 

How does your solution impact the customer’s profitability or cash flow?

Does your solution reduce overall cost for the customer? Let the customer know.

How does your solution create new opportunities for the customer?

“Focus the customer’s attention on the most immediate and the most tangible outcome.”

Make the customer part of the data-gathering process. This adds validity to the information you provide.

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