CHAPTER 19: PRESENTING TO CUSTOMERS
Whether your customers are business units to whom you provide services and support, companies to whom you sell products and services, or colleagues down the hall (or half a world away), their perspective as customers is likely to differ from your own. As a result, when you present to them, they may hear things differently from what you intended.
Given this potential for misunderstanding, this chapter offers the following tips:
• Consider your customers’ perspective.
• Guard against potentially ambiguous terminology.
• Show that you understand their business.
• Watch your attitude.
• Allow ample time for questions.
• Be careful how you sell.
• Remember that appearances count.
Consider your customers’ ...
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