Customer Focused individuals and organisations:
1.Cite the customer organisation’s vision
2.Link the customer’s vision directly to the immediate purchase
3.Cite the customer’s hot buttons
4.Make customer ownership of the hot buttons explicit
5.Address each hot button in the order listed
6.Name the customer before the seller in paragraphs and sentences
7.Name the customer as many or more times than the seller
8.Cite benefits before features.
To compete with Industry leading organisations, be sure to include all 8 of the above throughout your responses.