That Responsibility Rests On My Shoulders
When your customer goes back to his office, what will he tell his colleagues? Will your product be the subject of their attention or just another item on their to-do list?
When he talks about your product’s attributes, his colleagues will be able to sniff out whether or not he believes in your product. Afterall, speech is like the tip of the iceberg: it’s only the top 1/3 that juts above the surface. The invisible 2/3 is an important part of the communication.
So then who is accountable for ensuring that your customer is convinced?
