Building Trust Flashcards
1
Q
Understand the Customer
A
We must actively work to understand the customer.
Where is the customer coming from?
What they are trying to achieve?
What Frameworks and Compliance do they want to meet?
2
Q
Re-shape the Vision
A
Help re-shape their vision around
How do they see their problem?
Educate them further
What do they envision as the ideal solution approach?
Their vendor selection/proof approach?
3
Q
Gain Trust
A
We gain trust by bringing strategic insight, vision, and clarity to the often confusing and crowded Security space
4
Q
How do you connect with someone?
A
You understand their concerns, educate and help them understand their gap
