3M description of solution User Manuals

Table of Contents

• DESCRIPTION OF SOLUTION OFFERING

  1
• 3M SOLUTION OPTIONS

  1
• IDEAL CUSTOMER

  2
• TRENDS / ISSUES

  3
• WIN / LOSE GROUND RULES

  4
• CUSTOMER NEEDS / BENEFITS IMPACT

  5
• COMPETITIVE LANDSCAPE

  6
• COMPETITIVE COMPARISONS

  6
• COMPETITIVE TACTICS

  7
• SHOWING CAPABILITIES

  8
• KEY MESSAGES

  8
• IDENTIFYING CUSTOMER PRIORITIES

  11
• QUALIFICATION QUESTION

  13
• ANTICIPATED OBJECTIONS

  14
• OPENING THE SALES CALL

  14
• TYPICAL SALES CYCLE

  16
• SUCCESS STORIES

  17
• RESOURCE GUIDE

  17