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I specifically like how you must address the benefit by tailoring it to the client's needs.  It is also important to complete check ins to assess how engaged the student is.  Are they understanding? 

 

The presenting value worksheet was very helpful - it is a good work sheet for making sure you are addressing what will benefit the student directly, how to tackle that risk as well.  This prevents a feature selling and is focused on solving the students obstacles and reasons for making the change. 

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