Reframe how your customer views their business in a way that inspires them to take action towards your solution

1) build credibility by reframing the customer's perception of a relevant business issue. Frame it as a threat to the customer's specific business objectives
2) Intensify business consequenceces through quantifying it and humanize the problem
3) Demonstrate the value of taking action and how youre uniquely positioned to support. use your experience. put a human face to it.

Increase customer's attachement and engagement to your message

Industry
Headlines- current events, major moves by established and or new players

trends- in customer base, among industry leaders

risks in industry- regulatory changes, supplier/customer power

Role
Speak their language
Procurement- total cost, organisational scale, resource efficiency, impleentaion risk
IT- Resource efficiency, cost, implementation risk, network speed/effiency for end-user

driving the buying process by asserting the value of the opportunity and managing the customer momentum. Achieve desired business outcome faster.

Set and manage deadlines and milestones

Confirm agreement and move forward

Define common goals

Make powerful requests- Why is this important to you, when you want it, whom from, what you want (followed by silence) Eg: We've uncovered a big opportunity and agreed that lauren would help you analyse our recommendation so far. However we wont update our recommendation without additional information so we need to schedule a meeting by next tuesday. will you schedule that meeting today?

discuss ROI
Address finances directly
Align company's value to the customer
Express conviction around tailored solution's impact
address objections candidly

productive force that moves the commercial interaction into unfamiliar / uncomfortable territory where the customer feels compelled to take action

Intrigued, need for action, not stressed.

Create tension through measure investigation- digging into custtomer's beliefs and perception of their current reality- challenges, strategies for these, and solutionsn they intend to implement