Bet on the fact that your customer has heard this : “ There are worse things in life than death. Have you ever spent an evening with an insurance salesman? ” In fact, she ’ s probably heard it more than once (and wonders if it ’ s true about YOU).
Second, the proposition—develop a specific value proposition. Identify
the specific areas where losses are occurring, and quantify them.
Summarize the losses and show the potential for increased profitability in concrete Rupee term. The more you know about the customer’s business in detail, the more convincing your value proposition will be.