| Value-add is not captured at point of sale. The customer does not recognize the true financial impact of the absence of our unique solution on their individual and corporate responsibilities. |
| The complex sale professional is responsible for creating value beyond customer expectations. The customer must be led through a diagnostic process that allows them to define their challenges and opportunities, and specifically determine the financial impact of the absence of your solution, which is your value-add. The customer cannot, and will not, do this accurately on their own. |