QAISER AMIN

Delivering the Power
This solution goes beyond just solving a problem; it
dramatically cuts our customers’ administrative costs.
Action-oriented needs to hear: Customers will be excited;
the solution provides extra value to the customer.
We will be able to create a real buzz with this solution
because realigning our technical teams and assigning one
team to each customer allows our customers for the first
time to have an assigned team to understand their
ongoing problems.
Analytical needs to hear: Customers will see the same value
of the strategy as the company does.
One of the additional benefits to solving our packaging
cost problem is that we are helping two of our customers
minimize their packaging waste, a priority to both now
that they have to pay to recycle.
Conservative or hostile needs to hear: Strategy needs to be
implemented because the consensus is that the solution
also meets a key customer need.
One of the reasons this solution has picked up steam in the
organization is that it also gives our application engineering
department more time to customize solutions to meet
specific customer requirements.This is a customer benefit
the company has been promising for over 18 months.
Improving Performance
Higher management wants to hear: The improvement
provides a key function that helps the company satisfy
customers’ needs or demands.
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