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SME# 12 Presentation

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How do we structure our presentation to make it personal and relevant? 

Learning Objectives:
Participants understand how customers can fatigue from Presentations that are too long or don’t focus on what matters to the individual customer.
Participants understand how to mentally prepare for a presentation with a DBM focus - making it more valuable for the customer.

Suggest to the group: when we do a great job of Consultation we should come away with what really matters to the customer. We can’t very well adapt the Presentation and Demonstration steps to the specific customer if we don’t know what matters to them.

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