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revolution for the environment. It%u2019s better to have less involved conversations.These smaller discussions allow the two parties to assess each other andunderstand how to start the conversation. This phase is about buildingrapport and trust with the client. This is often a short stage, but it is essentialfor understanding the mood between the two people and enhancing theinteraction later on. This stage makes a major contribution to the customerexperience mentioned above.Needs assessment: once a rapport has been built, the salesperson willstart by understanding the customer%u2019s current situation, needs, and pains.To succeed at this stage of the sale, it is important to ask the customer openended questions. In this way, it will be possible to understand the context inwhich the customer wishes to use the proposed new solution and the morecomplex problem to which the new solution will provide a solution. Askingprobing questions is useful to further understand their needs and to identifyareas where the new product can be of benefit. Remember to focus on theinnovative and frugal aspects of your product.For example, begin by asking questions about their current washingmachine %u2013 what they like, what they don%u2019t like, and what they wish could bebetter. You could ask, %u201cHave you considered the long-term cost of usingyour current washing machine, especially considering energy consumption?%u201dPresentation: the salesperson will present the product in a way thataddresses the client%u2019s needs that have been uncovered. The productpresentation must highlight the benefits that the customer will derive fromadopting this new solution. The benefits are based on the needs identifiedin the previous phase. The customer will buy the benefits, not the productfeatures, even if these were fundamental to the creation of the new solution.In the presentation, the salesperson will explain the innovative features ofthe product as the difference between this new solution and the one that thecustomer used before. The characteristics of the product will be presented,mentioning the difference with the previous solution. Customers decide whenthey can compare with other situations with which they are familiar. The longterm perspective can be a huge argument for a frugal and innovative solution. For example, you can highlight how your energy-efficient washingmachine, though more expensive upfront, can save considerable costs inthe long term.Handling objections: the client may have reservations or objections.Listen carefully, empathise with their concerns, and address these objectionsby emphasising the long-term benefits and innovative features of yourproduct. At this stage, you can expand on certain arguments by highlightingthe mindset behind the creation of the solution and the specific features ofthe product created.1533.3 Approaches to European Commercialization Practices