Who are your customers? What are their biggest challenges? How are you going to help them?

Too often, Sales organizations forget that the primary mission is to solve problems for customers. When Sales organizations do a good job of understanding the customer's challenge and then aligning solutions, the Customers buy what you are selling. 

Sounds simple. It is. 

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Understand

First Understand the Customer.  This is accomplished by asking the right questions and then listening actively.

Plan

With deep understanding of the customer's pain and challenge, build the solution blue print and prepare to present.

Present

First check assumptions and confirm pains and challenges. Share solution blue print and prepare to collaborate.