March 18: Meetup 26 – value proposition click with customers

Sales Expert:

Sam Baba – Acies Cusp Services
Associate Director & Country Head IBM
General Manager SUN
Regional manager Wipro

Key points discussed

1. The significance of Functional, Social & Emotional model
2. The layers in the brain, behaviour, & decision making process
3. The stimulai & response – fight & flight response
4. Use of images & language
5. The FSE & Pain, Gain model
6. The PSC & Pain reliever, gain provider model
7. TEMS model
8. Fitting the round peg in a square hole
9. The pivot & the impact – investment analysis