OSM Components a a saosouey > + Combines best practices from proven SAP processes with customer focused behavior * Combines Common Buying Psychology with SAP specific services + Links Process with MethodologyBese Approsch -Mozits Firefox: sbaliteucom/conent CUSTOM au 3 Basic Assumptions build the OSM N “The only party that can make a deal closing decision is the customer. “Facts are the most trustworthy if they haven't been presented by someone, but if they have been discovered. «People love to buy, but they don''t like to be sold to. That's why we need to become their Trusted Buying Advisers.sboltesucomicontent aUSTOM ulepha “Understand how customers buy! -Understand why customers buy! No goal — no opportunity ‘Drive the deal by asking questions! Compete to win only! Otherwise: qualify out! Come in early and prepared!