QUICK TIPS TO FACILITATE THE PRESENTATION OF YOUR SOLUTION

• Connect your solution to the value the buyer receives using Whats to WiifTs.

• Prepare to include your buyer in different ways when discussing your solution. Involve Them mentally and physically by telling stories, sharing best practices, offering hands-on items, showing prototypes and samples, and asking feedback questions. Involve their senses whenever possible.

• Connect value to the cost information using Whats to WiifTs.

• Incorporate your buyer’s Tribal Type customs into the types of proof and WiifTs you share.

• For groups, use a variety of inclusion strategies and proof points to engage and involve everyone.