Martin is currently doing a sales call at a hotel and the General Manager has just informed him that it takes approximately three minutes for a single guest to check-in using the current system.Martin swiftly replies by asking "Did you know that using our ID scanners integration with your current system you can improve that time to 15 seconds per guest, which will lead to better customer satisfaction." In this example, Martin is:

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Martin is helping his client understand that a better situation exists by informing him of the benefits of using their ID scanner integration. This can lead to improved customer satisfaction and a quicker check-in process which is beneficial for the hotel. Martin is not solely focused on making money and is not changing his client's emotional level. He is also creating value for his client by offering a solution to a problem they are currently experiencing.

Martin Is Currently Doing a Sales Call at a Hotel