SectionOne:IntroductionandWelcome Section Concept SampleContent 1.

1 Opening Screen

PotentialExercises

OnScreenVisual Similarnavigationasotherexercises.Includethe pictureinthescreenshotseeninsample contentcolumn.Ithinkthatwouldmakefora niceopeningscreenandthenmaybetransition thenextwithnavigationthatwouldshowthe buttonstotheside.

Narration WelcometoSandvikCoromantAcademys ValueSellingCurriculum.Thisprogramis designedtoelevaterelationshipswithour customersbyidentifyingvalueforeachand contributingtotheirsuccess.

Notes Workingonrefinementtodemo interface.

1.2

Navigation

(Navigationwithsuggestionthatthelearner usestheforwardarrowforthefirsttime throughwithabilitytojumptosidemenu)

1.3 Learning Objectives (PerhapsusethephotoinSamplecontentor maybetheirsalesprocessmodel.(Seecontent reference1)

Inthismodule,youwilllearnhowtomakeyour customerssuccessfulbyappealingtothevalue thatmatterstoeachindividualpersonand business.ByapplyingtheSandvikCoromantsales process,youwill: Communicatewitheachindividualcustomerin awaythattheyconnectandperceivevalue. Identifytheneedsthatenableyoutoposition thecorrectvalueforeachindividual. Conductprecallplanningthatmakesevery contactcount. Utilizethemosteffectivemethodsofcontact thatincreasevalueforyourcustomerwhile maximizingyourefficiencies. Conductanalysistodeterminetheperceived valueandpotentialsolutions. Utilizequestionseffectivelytouncoverneeds. Developandpresentproposalsthatare customerfocusedandvaluerich. Gaincommitmentswhilepositivelyaffirming decisions. Handleobstacleswhichdelayorstalldecisions. DeterminewhentomovetotheValue Negotiationphase. Mostimportantly,youwillberecognizedbyyour customersasatrustedadvisor,someonewhom theylooktoforadviceonkeybusinessissues relatedtoourindustry.

 SectionOne:IntroductionandWelcome Section Concept SampleContent 1.4 Sandvik CoromantSales Processand ValueSelling Overview

PotentialExercises

OnScreenVisual (Forthisexercise,havesalesmodelpopulate screen.Clickonthemodelformoreinfo exercise,butnowIamthinkingthatitshouldbe animatedtovoiceover.) (BuildOneHighlightSalesPlanning) Customersseevalueineverysuccessful meeting Valueisdirectlyrelatedtopersonaland businessoutcomes Precallplanningenablesyouto anticipatepotentialvalueandrelevance Staycurrentonyourcustomers businessandindustry (BuildThreePersonalProfileCenterringor someotherrepresentationofappealingto personalprofilesthroughouttheentireprocess) PersonalProfiles(ARFN)are foundationaltoanticipatingand positioningvaluethroughouttheentire salesprocess AnticipateProfilesinprecallplanning Howyoumakecontactisspecifictothe personalprofileofyourcustomer (BuildFourHighlightContact) Contacthappensmanydifferentways Itisimportantthatcontactisrelevant Maximizeyourtimeandthecustomers time Considercontactforcurrentcustomers andfirsttimeintroductions (BuildFiveHighlightAnalysis) Duringanalysisyougetaclearand completepictureofthecustomers situationandneeds Youandthecustomerexploreandmake decisionsthatcreatevalue Valueisrealizedinsavedtime,money, peaceofmind,greaterefficiencies, betterproduction,personalgoals, reducedcostsorexpenses

Narration Notes (BuildOneModelonscreeneachsection highlightswithpopuptonarration.) InthisValueSellingmodule,wewillfocuson thefourkeycomponentsoftheSandvik Coromantsalesprocessmodelthatare requiredforasuccessfulmeeting(highlight eachwithnarration)Theseinclude;making contactwithcustomers,analysis,proposal andgainingdecisions.Beforewelook specificallyateachcomponentofvalue selling,letsfirstlookathowthewholemodel fitstogether. (BuildTwoHighlightSalesPlanning) Thegoalofanysuccessfulcustomermeeting istohelpthecustomersunderstandwhat valuetheygetbyusingSandvikCoromants productsandservices.Valueisdirectlyrelated tothepersonalandbusinessoutcomefor eachcontactwithintheaccount. Understandingvaluestartswithsales planning.Thedaysofjuststoppingbyarelong gone.Youaretoobusyandsoareyour customers.Intheprecallplanningstageyou gleaninformationthatprovidesinsightsfor youtodrawsomeinitialassumptionsabout thepotentialvalueSandvikmayoffertothis customerrightnow.Thismeansstaying currentoncustomernews,subscribingto Googlealertsandusingothersourcesto understandhowyouMAYpresentvalue beforeyouevenstepinthedoor. (BuildThreeHighlightPersonalProfileIn thestudyofpersonalprofiles,yourlearned aboutfourdifferentstylesofbehavior.We willreviewthoseinthismodule. Understandingthesestylesisfoundationalto everysegmentofvalueselling.Wewillrefer tostylesasweexploreeachcomponentof valueselling.

SectionOne:IntroductionandWelcome Section Concept SampleContent 1.4 (continued)

PotentialExercises

OnScreenVisual (BuildSixProposal) Intheproposalphaseyoumake recommendationstocustomersabout howyoucanaddvalue Timingisimportant Twodifferentways Oneneedatatimeandmakea recommendationwitheach Identifyallneedsandmakeaformal proposal (BuildSevenHighlightDecision) Gainingcommitmentsisimportantfor youandthecustomer UnderstandingneedsandhowSandvik maymeettheseneedsisthefoundation ofaddingvalue Inthedecisionphaseyoudetermine howyouaregoingtoworktogether Duringthisphaseyoualsohandlestalls andconcernsthataffectthedecision makingprocess (BuildEightHighlightNegotiate) Opinionsvaryaboutwhatnegotiationis SandvikCoromantsValueNegotiation coursehelpssalespeoplenegotiate successfully Therearedecisionstobemadeinvalue sellingastowhetherornottonegotiate (BuildNineHighlightSalesFollowup) Thesalesprocessincontinuous Onceyoucompleteasale,followupon commitments Then,askwhatisnextforthecustomer Setanewsalesobjective

Narration Notes BuildFourHighlightContact) Makingcontactwithcustomerstakesplace manydifferentways.Itisimportantthatthe contactthatyoumakeisrelevanttothe customerandatthesametimemaximizes yourtimeandthecustomerstime.Inthis section,wewillexplorethedifferentwaysto makecontact,howtoprioritizeyourtime regardingcontact,howtomakecontactwith eachstyleofperson,andhowtoframe contactforexistingcustomersaswellasfirst timeintroductions. (BuildFiveHighlightAnalysis) Duringtheanalysisphaseyougetaclearand completepictureofthecustomerssituation andneeds.Itisduringthisphasethatyouand thecustomerexploreandmadedecisions whichcreatevalueforbothparties.Valueis almostalwaysrealizedintermsofsavedtime, money,peaceofmind,greaterefficiencies, betterproduction,reducedcostorexpenses. (BuildSixHighlightProposal) Intheproposalphase,youinformthe customeraboutthevalueyourproductsand serviceshaveaswellashowtheymeetthe expressedneedsofthecustomer.Timingis importantandtherearetwomainwaysto proposesolutions.Eitheryoutakeoneneed atatimeandmakeaproposalforthisneed, oryoustartbyidentifyingalltheneedsthat thecustomerhas.Thenyouhelpthe customertoprioritizetheseneeds,andthen makeaproposalforeach (BuildSevenHighlightDecision) Theabilitytogaincommitmentsisimportant foryouandforthecustomer.By understandingthecustomersneedsandthen helpingthemtounderstandhowSandviks Coromantssolutionsmeettheseneeds,you providethefoundationformakingdecisions thatarevaluableforbothofyou.Thepurpose ofthedecisionphaseistoagreeonhowyou aregoingtoworktogether.
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SectionOne:IntroductionandWelcome Section Concept SampleContent 1.4 (continued)

PotentialExercises

OnScreenVisual

1.5

ValueSelling vs. Transactional Selling

Thisiswhatwetalkedaboutwiththestairs building.Creativelicensewhenbuilding.

Narration Notes (BuildEightHighlightNegotiation) Ifyouaskfivedifferentsalespeopletodefine whatnegotiationis,youarelikelytogetfive ormoreanswers.Understandingwhatasales negotiationisandisntisthesinglemost importantfactortoimprovingyour negotiationskills.SandvikCoromantsValue Negotiationcoursehelpssalespeople negotiatesuccessfully.Ifyouhavenot completedthiscourse,itisimportanttodoso inordertounderstandhowtheentireSandvik Coromantsalesprocessfitstogether. (BuildNineHightlightSaleFollowup) Afteryoucompleteasale,thecyclecomesfull circle.Thisiswhereyoufollowupandmake surethatthepromisesthatyoucommittedto areexecutedimpeccably.Thisisalsothetime toplanforyournextsalesobjective.With everycompletedsale,youshouldask yourself,Whatnext?Whatisthenext objectiveforthiscustomer? (BuildOneBlankStairsonscreen) Anotherwaytothinkaboutvaluesellingis withastaircase. (BuildTwoPopulateloweststairwith peopleandthetitleProfessionalVisitor) Atthelowestandmostunskilledlevelisthe professionalvisitor.Thesearesales professionalsthathavedonelittletonopre callplanningoranalysisoftheaccountor objectives.Theytendtostopinhopingfor somethingtoactionon.Customersaretoo busyforthisapproachandsoareyou.Itis importanttoconductprecallanalysissoyou haveapurposebeforeyouevermake contact.Thislevelalsotendstocallononeor limitedcontactsatthetransactionaloruser level.

SectionOne:IntroductionandWelcome Section Concept SampleContent 1.5 (continued)

PotentialExercises

OnScreenVisual

Narration

Notes

(BuildThreePopulatesecondtierofstaircase withpeopleandtitlePriceSeller) Pricesellersfeelthatpriceisthemostimportant aspectofthesalesequation.Theyareeagerto findthebestpricefortheircustomerinorderto beatthecompetition.Theissuewithsellingon priceisthatthecompetitioncandothesame. Priceisnodifferentiatorunlessyouhappentobe thelowestpriceatthetime. (BuildFourPopulatethirdtierofstaircasewith peopleandtitleProductPresenter) Productpresentersknowtheirproductand servicesinsideandout.Theyaregreatat presentingtheirsideofthestoryandevenhow SandvikCoromantmayaddvalue.Whilebeing abletoarticulateSandvikCoromantsvalue proposition,theissueisthatvalueisonlyvalueif isperceivedassuchbythecustomer.So,whilethe presentationmaybesound,ifitdoesnotaddress theexpressedorlatentneedsofthecustomer, youareonlymakingapresentation. Thefirstthreelevelsofthestaircaseareallvery transactional,focusingmoreonselleroutcomes thanthecustomers.Thenexttwolevelsare wherevaluesellingcomesintoplay. (BuildFivePopulatefourtierofstaircasewith peopleandtitleProblemsolver) Highlysuccessfulsalespeopleunderstandthe valuethatSandvikCoromantproductsand solutionsoffertocustomersandusethat informationonlyaftertheyhaveidentifiedthe correctneed.Itisnotimportanttotellthefull productstory,onlythesolutionsthatwillhelp customersaccomplishtheirneedswhether expressedornot.Problemsolverstendtolookat eachcustomerssituationkeenlyinorderto respondtorequestsandanalyzethesituationina waythatthecustomermaynothaveeven considered.Whenyoumakethecustomermore productive,solveworries,reducecosts,andhelp themthinkmoreefficientlyabouttheiroperation, thisiswhereyouaddvalue. (BuildSixPopulatelevelfivetierofstaircasewith peopleandtitleBusinessAdvisor)

SectionOne:IntroductionandWelcome Section Concept SampleContent 1.6 ValueSelling Practice Exercise

PotentialExercises

OnScreenVisual (DragandDropMatchthestatementstothe typeofselling) Howaboutsomepractice?Seeifyoucanmatch eachofthefollowingstatementstothetypeof sellingthatitmostlikelyrepresents.Drageach statementtothetypeofsellingthatyouthinkit bestrepresents.Ifyouarecorrect,theanswer willstick.Ifnot,itwillbouncebackandyoucan tryagain. Randomizeanswerstheyaregiveninorder herejustsoyouknowwhichiscorrect.Creative licenseondraganddrop/formattingtobe used.. Howiseverythinggoing?Howhasbusiness beenlately? AnswerProfessionalVisitor Thanksformeeting,wehavesomenew productsandthepricesareverycompetitive. Answerpriceseller WehavesomenewproductsthatIwouldlike tointroduceyouto.Theinnovationand technologyontheseproductshasreally enhancedproductionforourcustomers. AnswerProductSeller Thelasttimewemet,youmentionedthatyou werehavingsomeissueswithproduction.What specificallyishappening? AnswerProblemSolver Thanksforreachingouttome.IamsurethatI canhelpyouwiththatneed.

Narration Notes Howaboutsomepractice?Seeifyoucan matcheachofthefollowingstatementstothe typeofsellingthatitmostlikelyrepresents. Drageachstatementtothetypeofselling thatyouthinkitbestrepresents.Ifyouare correct,theanswerwillstick.Ifnot,itwill bouncebackandyoucantryagain.

SectionTwo:PersonalProfile Section Concept SampleContent 2.1 LinktoValue SellingModel

PotentialExercises

2.2 Introductionto Personal Profiles

OnScreenVisual (WewillrefertotheSandvikSalesModelat thestartofeachsectionasmeansof introductiontothatsection.) (PleasehighlightpersonalProfilesection includingARFN). (BuildOneModelonscreen) (BuildTwoHighlightPersonalProfile) PersonalProfiles(ARFN)are foundationaltoanticipatingand positioningvaluethroughoutthe entiresalesprocess Youwillbettercommunicatewithyour customerswhenyouappealtotheir style Moreeffectivelypositionvaluethatis importantforeachperson (Threedifferentphotostransitiontovoiceover tofirstparagraph) Areyouabletopredictacustomersbehavior whenselling?Imaginethefollowingsituation. Youhavedoneagreatpresentationfullof facts,figuresanddetails.Whyisitthatsome peoplemayreactpositivelytoyour presentationandothersmaynot? Successfulsalesrepshaveastronginterestin thepersonalprofileofthepeopletheymeet becauseitshedslighton: whypeoplebehavethewaythatthey do thedifferentpurchasingmotivesof eachcustomer thevaluethatdifferentcustomers placeonthingssuchasstyle,quality, technologyandprice

Narration (BuildOne) Understandingdifferentpeopleandthe waytheythinkandrespondis foundationaltoeveryaspectofthe SandvikCoromantsalesprocess. (BuildTwo) Inthissectionyouwillexplore behavioralstylesinordertounderstand yourselfasasalespersonandwhat makesotherpeopletick.By understandingthestyleofyour customer,youwillbeableto communicatemoreeffectivelyand positionvaluethatisimportanttoeach person.

Notes

Areyouabletopredictacustomers behaviorwhenselling?Imaginethe followingsituation.Youhavedonea greatpresentationfulloffacts,figures anddetails.Whyisitthatsomepeople mayreactpositivelytoyourpresentation andothersmaynot? Successfulsalesrepshaveastrong interestinthepersonalprofileofthe peopletheymeetbecauseitshedslight on: whypeoplebehavethewaythat theydo thedifferentpurchasingmotives ofeachcustomer and thevaluethatdifferent customersplaceonthingssuch asstyle,quality,technologyand price

SectionTwo:PersonalProfile Section Concept 2.2.2 Introductionto Personal Profiles

SampleContent (Photoonscreenwithtext)

PotentialExercises

2.3

Introductionto ARFN

OnScreenVisual (Photoonscreenwithtext) Canyoureallypredicthowapersonisgoingto behaveevenwithouthavingmetthem? Itispossibleandinthismoduleyouwilllearn someofthecluesthatrevealcustomer behavioralstyles.Andthebeautyisinits simplicity.Itisnotbasedondifficultor mysteriousideasaboutthesubconscious, insteaditisbasedonbehaviorsthatcanbe observed. Peopletendtohaveacertaincharacteristic behavioralstyle.Onceyouhaveidentifiedthat style,youcanmakeassumptionsabouttheir futurebehaviorandreactions.Youwillalso knowwhatyouneedtoadaptaboutyourown styletomakethemmorecomfortablewith you. (PopulateARFNmodelonscreen.Youmay wanttobuildoneatatimeoranimateeach sectionalignedtovoiceover.) FisBlue Nisgreen

Narration

Notes

Thisisamodelthatweusetodetermine behavioralstylesinothers.Whilewe possesssometraitsofeachquadrant, mostpeoplehavecertaincharacteristic stylesrelatingtoone.Werefertothese quadrantsasActionOriented, RelationshipOriented,Friendliness OrientedandNormOriented.Wewill exploreeachofthesequadrantsmore deeply.Onceyoudeterminethe dominantbehavioralstyleofyour customer,youwillknowhowto communicatewiththeminawaythatis mosteffective.

2.4

SelfAssessment

(Usesimilarscreenshotasshowninpotential exerciseRelabeleachsquarewithAction Oriented,RelationshipOriented,Friendliness OrientedandNormOriented.) Itismucheasiertounderstandthestyleof othersifyoufirstunderstandyourown personalprofile. Youwillbeginbycompletingashort assessmenttohelpyouunderstandyour behavioralcharacteristics.Clickthenext buttonforanexplanationofhowtocomplete theassessment.

SectionTwo:PersonalProfile Section Concept SampleContent 2.4.1 SelfAssessment

PotentialExercises

OnScreenVisual Useasimilarexercisedependingonwhattheir assessmentlookslike.

Narration

Notes SMEsNeedtodecideon PersonalProfileassessmentor linktoassessmentoruse assessmentforprelearning.

Iwanttousethissametypeofexercise,butit dependsonhowmanywordsaregiveninthe assessmentthatSandvikuses.Ihave requestedacopy.

2.4.2

Assessment Results

Wemaywanttoreplicatewhattheresults looklikeforthePersonalProfilereportthatis producedforSandvik.Iwouldliketoshowthe actualscoresdegreetowhichtheyscorein eachquadrant. YourPersonalProfileStyleisActionOriented (A). Psychologicalresearchhasshownthat behavioralstylesfallintooneoffour categories.WerefertotheseasAforAction Oriented,RforRelationshipOriented,Ffor FriendlinessOrientedandNforNorm Oriented. Mostpeopledontfallcompletelyintoone category.Wetendtobeamixofallfour. Though,youmayhavenoticedthatyour scoresreflectdominanceinoneortwoofthe quadrants.Thatdominanceaffectshowwe makedecisionsandareinfluenced.Mostofus tendtoinfluenceothersasweliketobe influencedourselves.Thereisnorightorwrong style.Ifyourecognizethedominantprofile styleofotherpeople,youllknowwhich buttonstopushandwhichonestoavoid.Click forwardtolearnmoreabouteachstyle.

SectionTwo:PersonalProfile Section Concept SampleContent 2.5 Overviewofthe FourStyles

PotentialExercises

OnScreenVisual Learnerclicksonatabforoverviewofeach style.PleaseleavetheDescriptorsatthe bottomofeachpage. Therearefourmainstylesthatwereferto regardingbehavior.ThesearecalledAction Oriented(A),RelationshipOriented(R), FriendlinessOriented(F)andNormOriented (N).Clickonapictureforanoverviewofeach.

Actionoriented Reachesresults,ignoresresistance Prefersto: reachimmediateresults causeactions accepterchallenges makequickdecisions questionstatusquo takecommand controlthesituation solveproblems Ismotivatedby: challenges possibilitytochange powerandauthority directanswers possibilityforindividualperformance widerangeofactions straightcommunication possibilityforadvancement freedomfromcontrolandsupervision Becomesmoreeffectiveif: worktasksarecomplicated theyunderstandthattheyneedothers practicalexperiencemakesupthefoundation sporadicsurprisesareallowed theycanidentifywithagroup theyverbalizethereasonsbehindthe conclusions theyacceptexistingguidelines theyslowdownandrelaxmore Needsotherswho: weightadvantagesanddisadvantagesagainst eachother calculatetherisks arecareful structureamorepredictableenvironment investigatefacts actdiplomatically admittheneedsofothers

Narration Therearefourmainstylesthatwerefer toregardingbehavior.Thesearecalled ActionOriented(A),Relationship Oriented(R),FriendlinessOriented(F) andNormOriented(N).Clickona pictureforanoverviewofeach.

Notes

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SectionTwo:PersonalProfile Section Concept 2.5 (continued)

SampleContent

PotentialExercises

OnScreenVisual
Relationoriented Reachesresultsthroughalliancesandenthusiasm Prefersto: createpositiverelationships makeafavorableimpression verbalizeideasandthoughts createamotivatingclimate feelimportant createenthusiasm getothersinvolved entertainothers bethecenterofattention Ismotivatedby: popularity,socialrecognition generalappreciation cooperationwithothers groupactivitiesoutsideofwork anoptimisticatmosphere possibilitiestoverbalizesuggestions freedomofexpression coachingopportunities Becomesmoreeffectiveif: timeisplannedinarealisticway considerationisgiventoprioritiesand deadlines othersareassessedmoreobjectively decisionmakingismoreobjective othersaremetwithgreaterfirmness managementisteamwork Needsotherswho: concentrateonthetask lookforfacts speakdirectlytothepoint appreciatefrankness createstructures seemoretothetaskthantheperson planinlogicalsteps careenoughtofinishthetask

Narration

Notes

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SectionTwo:PersonalProfile Section Concept SampleContent 2.5 (continued)

PotentialExercises

OnScreenVisual
Friendlinessoriented Reachesresultsthroughstabilityandsympathy Prefersto: maintainestablishedprocedures showpatience stayinthesameplace concentrateonthetaskathand demonstrateloyalty beagoodlistener calmdownagitatedpersons dopracticalwork showtheirreliability Ismotivatedby: safesituations statusquo,unlesstherearegoodreasonsfor somethingelse familylifebeforework appreciationforworkefforts limitedresponsibility honestappreciation groupcohesion comfortofwellestablishedroutines Becomesmoreeffectiveif: changesareplannedingoodtime ownvalueisrecognized theyknowthattheycontributetothetotal result coworkershavethesamecompetenceand honestattitude guidelinesareestablished creativityisencouraged theyaresureofthecapabilityofothers Needsotherswho: cancreatecomfort easilyfindnewways delegatetoothers putpressureonothers acceptchallenges canhandlemorethanonethingatatime canspeakforthemselves acceptunpredictablesituations areflexiblewhenitcomestoworkprocedures canhandleunpredictedchanges

Narration

Notes

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SectionTwo:PersonalProfile Section Concept SampleContent 2.5 (continued)

PotentialExercises

OnScreenVisual
Normoriented Reachesresultsbymasteringdetails Prefersto: lawandorderismaintained strictlyfollowlawsandstandards achievehighquality focusonthemostimportantdetails handlewellknownsituations actdiplomaticallyandselfcritically acceptthemselvesthinkcritically fulfilltheirownrequirements listentoauthority Ismotivatedby: highquality generoustimeframes documentedroutines aprotectedenvironment measurablemethods recognitionofworkefforts assuredqualitycontrol worktasksfocusedondetails Becomesmoreeffectiveif: precisiontasksarepartofthework itdemandscarefulplanning theytolerateconflicts thereisanexacttaskandanobjective description evaluationsarescheduled theyrespectvalueandeffortsofothers Needsotherswho: wanttotakeonaddedresponsibility daretoexpressunpopularviews useprinciplesonlyasguidelines Makequickdecisions cancompromisewithopponents candelegateimportanttasks

Narration

Notes

2.6

Traitsofthe Styles

HorizontalandVerticaltabsforeachstyleand traitsassociated. Learnerclicksonalettertabinthelefthand columnforoverviewofthatstyleandthenthe tabsdescribingeachtraitincludingGreeting, Expression,Environment,Demeanor,Dress, FollowupandMotto. Eachpersonalprofilestyleexhibitscertain traitsthatprovidecluestotheirstyle dominance.Clickoneachtabtolearnabout thetraitsofeachstyle.

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SectionTwo:PersonalProfile Section Concept SampleContent 2.7 Howto Influenceeach Style

PotentialExercises

OnScreenVisual TabbedExercisewithhowtoinfluenceeach tabstoinclude:Goals,Values,Irritations, Decisions,Change,Time,Information

Narration

Notes

2.8

Practice Identifyingthe CustomerStyle

IwanttoknowImworkingwithan effectiveproblemsolverwhohassolid productknowledge.Butitmustbe somebodythatlistenstome.Andmostofall, givemeassurancethatwhatyoure proposingwillbenefitmeandmypeople.F Ilikesomeonewhoisthoroughandprecise, basicallywellpreparedandorganized.Ilike gettingitdownonpaper.Idontcareso muchwhatotherpeopledo,Iwanta solutionthatislogicalandtechnicallysound inmyworkshop.Butdonttrytomakething everythingisperfect.N Showmeyouunderstandmyproblem,and thentellmewhatyourproductorservice cando.Butdontboxmein.Giveme options,choices.A Ilikesalespeoplewhoaredecisive,butthat doesntmeanwecanttakethetimetotoss ideasaround.Ilikethat,sodontpressure meintomakingadecisionrightoffthebat. Anotherthingisthatifsomewellknown companyisusingtheproposedsolutionit makesmefeelgood.R

(SamIdonthavetheexactlayoutinmind forthis.Ithinkprobablybestifthese statementsareonscreenandthenthefour choicesunderneathandtheychoosethestyle thattheythinkfits.Opentosuggestions.Could beliketheexampleshownifyouwouldprefer tohaveoneperpageIthinksimplerifitisall ononepagewithdropdownmenufor choices?)

2.9

Practice WhenDifferent StylesMeet

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