Step 5: A New Way

Review step-by-step the capabilities the customer would have to have in order to solve the problemthe capabilities to quit wasting money, seize the opportunity, or avoid a risk.

Don't launch into howyou can help. Resist telling the customer how much better her life would be if she bought your product (tablet) (which is what most reps talk about). At this point,just show the customer how much better her life would be if she acted differently.

The customer has to acceptthe solution before buyingyour solution. You want her to respond by saying something like, "That makes total sense." Then she'll be ready for your solution.