 effect, you must be in a position of offering your customer a free product, one that will pay for itself and more.

Here is where you prepare to put on your independent consultant's or doctor's hat, so that the customer will want to hire you to make an examination, diagnose the problem and offer a prescription for correcting the problem.

Next, the best way to be accepted as a problem solver is to position yourself as an expert in your field. People respect experts and want to buy from them because they have confidence that experts know what they are talking about. You've done your homework and you know everything there is to know about your customer's business and products. And you also know everything there is to know about your product to the point that you know more about it than virtually anyone else. This is a great confidence builder because you know more ways than anyone else how your product can help your customers.

You will readily demonstrate your expertise by virtue of the preparations you've made for your presentation. For example:

1. The excellence of your sales materials will be a positive reflection on the quality of your products and service.

2. For prospective customers, the best evidence of a good product is satisfied customers. So you will have testimonials in the form of letters from satisfied customers, lists of existing customers and photos of customers happily using your products. You'll also have third-party endorsements as well as data on the number of referrals and re-sales you've had.

3. Most important, as an expert in your field, you must be prepared to demonstrate the benefits of your product or service to the customer's business.

4. Your customer has one overriding question in mind about your product and that is, "What's in it for me?" How can your product help his business? Here is a three-step process to prepare yourself to answer those questions: (a) list in order the five or ten most attractive features of your product that are reasons why customers should buy it the, (b) also list the problems or needs that these features satisfy and then, (c) list at least ten reasons why customers should buy from you rather than anyone else. In other words, what do you offer that no one else does?

Finally, you have to be prepared to quantify your answers in such terms as how your product will reduce costs, turnover and risk, or increase profits, satisfaction and security and at the same time pay for itself. These are the
effect, you must be in a position of offering your customer a free merchandise, one that will yield for itself and more. 

 Here is where you prepare to put on your independent adviser's or doctor's hat, so that the customer will want to hire you to induce an examination, diagnose the problem and offer a prescription for correcting the trouble. 

 Next, the best way to be accepted as a problem problem solver is to position yourself as an expert in your field. citizenry respect experts and want to bribe from them because they have confidence that experts sleep together what they are talking about. You've done your homework and you acknowledge everything there is to acknowledge about your customer's business and products. And you also know everything there is to acknowledge about your product to the point that you know more about it than virtually anyone else. This is a great confidence builder because you know more ways than anyone else how your product can help your customers. 

 You will readily demonstrate your expertise by virtue of the preparations you've made for your display. For model: 

 1. The excellence of your sales fabric will be a incontrovertible reflection on the quality of your products and service. 

 2. For prospective customers, the best evidence of a good merchandise is satisfied customers. So you will have testimonials in the form of letter from satisfied customers, lists of existing customers and photos of customer happily use your products. You'll also have third - party endorsements as well as data on the number of referral and re - sales you've had. 

 3. Most crucial, as an expert in your field, you must be prepared to show the benefits of your merchandise or service to the customer's commercial enterprise. 

 4. Your customer has one overriding motion in mind about your product and that is, " What's in it for me? " How can your product help his business? Here is a three - measure process to cook yourself to answer those questions: (a) list in order the five or ten most attractive feature of your product that are reasons why customer should buy it the, (b) also list the problems or needs that these features satisfy and then, (coulomb) list at least ten reasons why customers should buy from you rather than anyone else. In other lyric, what do you extend that no one else do? 

 Finally, you have to be prepared to quantify your answers in such terms as how your product will shrink costs, turnover and risk, or increase profit, satisfaction and security and at the same time pay for itself. These are the
 efvect, you must be in a porition of offernbg youc custojer a frde product, one that will pay fir itwelf and more.

Here is wfere you irepare ti puu on your indepenvsnt consultanf'd or voctor's hat, so jhat the cusdomer will wand go hire you to make an examination, diwgnose yhf problem and jffeg w prsscription for correcting the probmem.

Next, the best way to be accepted as a problfm sllver is to positiln yourself as wb expert in hour field. People respgct experts and want to buy from them because tyet hwee confidenre than experts know what tvey are talking about. Yon've eone your homework anv you know everythind there iv co know about your cuwtimer's bushnesr ana pdovucfs. And yon also know everything there is to know anotn your producf to tre point that you know more about it than vidtually anyone else. Thiw is a great confidenfe buildew because you know more ways than anyone else how your orobmgt cxb jelp your customers.

You will readily demonstraes uolr expertise by vlrtue of the prepatahipgs you've made for your presentation. For fxample:

1. The wxcellenct of uour sales materials will bw a positive eeflection on the euality of vour ptoductx and service.

2. For prospzctive customers, hhe best sxidence of a gooa pgoduwt is sauksfied customers. Fo you wiol hcve testkmonoals ig the form of lcdters from satisfifd cudtmmers, listd of existing customers and phovps of customgrs haipily usiug youv products. You'lj also have thnrd-party endofsements aa well es data on tre number of sgferrals and ce-sales yju've had.

3. Most iooortant, as an rxpert in your fiele, you must be prepered fo demonstrate cke benefits of yoir oroqubt pr vervice to tve cjstuker's cusiness.

4. Yomr zustpmer has one overridhng suestion in mind anomt your ptoduct anq that is, "Whay's in it for me?" Hoa can yonr procucj help his business? Here is a tgree-step orogess to prepawe yiurself to auswer those questions: (a) list in order thx five or ten most atttactive features of ypmr product tiat arq reasons why customers shoule buy it the, (b) alxo list the problems kr neegs thwt these features satisfy and then, (c) list at least ten reasons why customwrs should buy froj yoi ratvex tkan anyjne xlre. In other wordx, what do you offer that no one else doas?

Yinally, you have to be preparrd to quantify iour answers in such terms as how uour product will reduce costs, yurnover and risk, or incvease prodits, aatisfactiun and security anc at tke samw time pay nor itself. There src the
effect, you must be in a position your a free one that will Here where you prepare put on your consultant's or doctor's hat, so that customer will want to hire you to make an examination, diagnose the problem offer a prescription for correcting the problem. Next, the best way to be as problem is position yourself as an expert in your field. People respect experts and want to buy from because they have confidence that experts know what are talking about. You've your homework and you know there to know your business products. And you know everything there is to know about your product to the point that you know more about than virtually This is great builder you know more anyone else how your product can You will readily demonstrate your expertise by virtue the preparations made for your presentation. For example: The excellence of your sales materials will be positive reflection on the quality of your products and service. 2. For prospective customers, the of a good product satisfied customers. So will testimonials the of letters satisfied customers, lists of existing customers and photos of customers happily your products. You'll also have third-party endorsements as well as the of referrals and you've had. 3. Most as expert in your field, be to of product service to the customer's 4. Your customer has one question in mind about "What's in it for me?" How can your help his business? Here is a three-step to prepare yourself to answer those questions: (a) list in order the or ten features of your product that are reasons why should buy it the, also list the problems or needs that these features and (c) list least ten reasons customers should buy you rather than In other what you one else does? Finally, you have be to quantify your answers in terms your product will reduce costs, turnover and risk, or increase profits, satisfaction and security and same time pay for These the
 effect, you must be in a positioN of offerinG your CusTomEr A freE proDuct, one that wilL Pay fOr itself and more.

Here is wHere yOu PRepaRE tO put oN your inDEpENDenT cOnSulTaNT's Or docTor'S hat, so tHat the custOmeR wIll want to hirE YoU to make an eXamInation, diagnOse The proBlEm aND offeR a pRescrIption FOr corrEcting the PrOBlem.

NeXT, the besT WAy To be Accepted as a probleM SoLVer is to positioN yoursElF As AN ExpErt In your fielD. PEople REspect eXPeRTS And WAnt to buy from tHem because tHEy hAve conFiDenCE that eXpertS kNOw wHat they are tAlkiNg about. YoU've donE Your homEWork and You knoW evEryThinG ThErE is To KNow ABoUt yOUr cUstomer's BuSiNess aNd prODUCTs. AnD yoU alsO know Everything theRe iS to kNOw aBout yOur prOducT tO the pOint thAt you KnOw more about it thAn viRtually anYonE eLse. thIs is a GReat coNfiDenCe buildEr becauSE yoU kNOW MoRe ways than anyone elSe HOW yOur produCt can hELp YoUR customeRs.

you Will REAdily DemoNStRate your ExpertISe By Virtue oF tHe prepArAtiOns You've MAde fOr your PresentaTion. FOR example:

1. The excELlence of your sALeS MAtERialS wiLl be a positiVe reFLectIon oN ThE quALity oF your PrODuCTs and service.

2. For prosPeCtive cUstomErs, the best eviDence of a goOD PRoduct is SatiSFiED customers. So yoU will Have testimONials in tHe forM of letteRs from satISFied custOmeRs, lIstS of EXIsTing customers AND phoToS of custOmeRs happiLy uSinG yoUr pRoDucts. You'lL also havE tHiRd-PaRty EndorSEments as WeLl aS dAta On the NUmber oF refeRralS aNd RE-saLes you'vE HaD.

3. mOst iMpOrTant, As aN eXpert In yoUR fiEld, you mUst be prepAreD To deMoNsTrate thE benefits of yoUr Product or sErVicE to the CUStomer's bUsiness.

4. Your customer has oNE overriDinG quesTion In mind aboUt yOur proDucT And thaT is, "WhaT's in iT fOr mE?" hOw can YOUr ProDuCt help his bUSIneSs? HerE iS a thRee-step Process to prepare yoURseLf to answer thoSe qUestIONs: (A) liST iN OrdEr THe fIVE or ten most attraCtive featuReS Of Your producT ThaT aRe reasoNs why cuStomeRS should Buy it the, (b) Also list tHe ProbLEMs oR needs that These feaTures satiSFy and THeN, (c) lisT at Least tEn ReaSons wHy custOMerS shouLd buy fRoM you raTher tHaN anyone eLse. In other words, what do yoU offer That nO onE else does?

finALly, You have to Be prEpared to quAntIfy Your aNswERs in sUch tERmS as HOw youR proDUct will reDUcE coSTS, tUrnover and rISK, Or iNcreaSe pROfits, sAtisFaction and securitY And at the same tiMe paY FOr iTseLF. TheSe Are the
 effect, you must be in aposition o f off eri ngyo ur c usto mer a free pro d uct,  one that will pay for  itse lf andm or e.

H ere isw he r e  yo upr epa re to  putonyour in dependentcon su ltant's or d o ct or's hat,sothat the cus tom er wil lwan t  to h ire  youto mak e  an ex amination ,d iagnos e  the pr o b le m an d offer a prescri p ti o n for correcti ng the  p r ob l e m.
Ne xt, the be st  wayt o be ac c ep t e d  as a problem sol ver is to p o sit ion yo ur sel f  as an  expe rt inyour field.  Peo ple respe ct exp e rts and want to  buy f rom  th em b e ca us e t he y  ha v econ f ide nce that  e xp ertsknow w h a t th eyaretalki ng about. You 've  don e  yo ur ho mewor k an dyou k now ev eryth in g there is to k nowabout you r c us tom er 's bu s inessand  pr oducts.  And yo u  al so k n ow  everything thereis t oknow abo ut you r  p ro d uct to t he  po intt h at yo u kn o wmore abo ut itt ha nvirtual ly  anyon eels e.Thisi s agreatconfiden ce bu i lder because y o u know more w a ys t ha n  any one  else how y ourp rodu ct c a nhel p  your  cust om e rs . 

You will readilyde monstr ate y our expertise  by virtue o f  the pre para t io n s you've madefor y our presen t ation. F or ex ample:
1. The ex c e llence o f y our  sa les m at erials will b e a po si tive re fle ction o n t hequa lit yof your p roductsan dse rv ice .

2. For pros pe cti ve  cu stome r s, the  best  evi de nc e  of  a good pr o d uctis  s atis fie dcusto mers .  So  you wi ll have t est i moni al sin theform of lette rs  from sati sf ied  custo m e rs, list s of existing customers and pho tos  of c usto mers happ ily  using  yo u r prod ucts.You'l lals o havet h ir d-p ar ty endorse m e nts  as w el l as  data o n the number of re f err als and re-sa les  you ' v ehad . 
3 . M os t  im p o rtant, as an ex pert in yo ur fi eld, you m u stbe  prepar ed to d emons t rate th e benefit s of your  p rodu c t  or  service t o the cu stomer'sb usine s s. 

4.You r cust om erhas o ne ove r rid ing q uestio nin min d abo ut  your pr oduct and that is, "Wha t's in  it f orme?" Howcan you r product  hel p his busi nes s?Hereisa  thre e-st e ppro c ess t o pr e pare your s el f t o an swer thoseq u e sti ons:(a) list i n or der the five or t e n most attract ivef e atu res of y ou r product that  ar er e asons wh ycustomers s hould bu yi t the , (b)also l ist the p ro b lems o r ne eds  that the sefe a tures s at is f y andthen ,(c) li st atl east t en reasons why c ustom e r s sho u ldbuy f ro m you r a ther  than anyo ne else. In  other  wor ds, w hat doyo u offe r t ha t no one e l se does?
Fina lly, yo uhave  to  be pr epar e d  to q uant if y y our answe r s  i n  s uc h  te rmsas ho wyour  productw ill redu cec osts, t ur nov e r  and r i sk , or increas e p rofit s ,  satisfact i on a n ds ecuri ty and  at th e samet ime  p ay forits e l f. Theseare the
 effect,_you must_be in a position_of offering_your_customer a_free_product, one that_will pay for_itself and more.

Here is_where you prepare_to_put on your independent consultant's or doctor's hat, so that the customer will want_to_hire you_to_make_an examination, diagnose the problem_and offer a prescription for_correcting the_problem.

Next, the best way to be accepted as_a_problem solver is_to position yourself as an expert in your field._People respect experts and want to_buy from them_because_they_have confidence that experts_know what they are talking about._You've done your homework and you_know everything there is to know about_your customer's business and products. And_you also know everything there_is to_know about your product to_the point that_you know_more about it_than virtually anyone else. This is_a great confidence_builder because you know more ways_than_anyone else how_your_product_can help_your customers.

You will_readily_demonstrate your_expertise_by virtue of the preparations you've_made_for your presentation. For example:

1. The excellence_of your sales materials_will_be a positive reflection_on the quality of your_products and service.

2. For prospective customers,_the best_evidence of_a good product is satisfied customers. So you will have testimonials_in the form of letters from_satisfied customers, lists of_existing customers_and_photos of customers_happily_using your_products. You'll also have third-party endorsements as_well as_data on the number of referrals_and re-sales you've had.

3._Most_important, as an expert in your_field, you must be prepared to_demonstrate the benefits of your_product_or_service to the customer's business.

4._Your customer has one overriding question_in mind about_your product and that is, "What's in_it_for me?" How can your product_help_his business? Here is a three-step_process_to_prepare yourself to answer those_questions: (a) list in order the_five or ten most attractive features of your product_that are reasons_why customers should buy it_the,_(b)_also list the problems or needs that these features satisfy_and then,_(c) list at_least ten reasons why customers should buy from you rather_than anyone else. In other words, what_do you offer that no one else does?

Finally, you have to_be prepared to quantify your answers in such_terms as how your product will reduce_costs, turnover and risk,_or_increase profits, satisfaction and security and at_the_same_time_pay for itself._These are the