INTRODUCING A TELEMATICS AND IOT SOLUTION
How to introduce a telematics and IoT solution
A useful conversation starts with the movement a customer already understands.
Working guide
A useful opening, in three questions
Customers rarely begin with technical vocabulary. Begin with a vehicle leaving a site, equipment handed over for the day, or a motorcycle, boat or ATV prepared for the next trip. The familiar moment gives the customer a reason to continue the conversation.
Which asset are we talking about?
Name the vehicle, equipment or transport unit. Avoid starting with an unnamed “tracker”.
When does the question arise?
Ask the customer to describe a departure, return or handover in their own words.
What would they like to understand?
Write down the question before discussing features. Then check which product information is needed.
Start with the customer’s movement
Share the object and the moment your customer already understands, and we will prepare the next discussion.