Loading... * Price on benefits, not on costs
* Business people buy conservatively
* Getting Access to the customer
* Some entrepreneurs turn out to be true believers
* Keep the value proposition simple
* Use numbers
o Average wages
o Insurance
o Demo(Clock them)
* Keep risks separate
* Show numbers and use ranges
o Types of Savings
o Time saved
o Risks reduced
+ Examples
+ probabilities of accidents
+ What will the customer believe?
* Look for analogies
o What someone did
o Thruput increased
