In the book we have set up the camel way as a sales cycle. It’s a technical view of the journey. The journey is a value itself.
The reason is the theory itself, we have to follow three steps before obtaining the approval from the customer.
The first step is human understanding: which are the needs (profits, straits and risks), which the ambitions, which the worries.
The second step is qualifying: how to build the link between the functionalities of our product/service and the emotional satisfaction of the customer.
The third step is selling: convince the customers that we can ensure the upper level of satisfaction.
The methodology of the camel way maps those points, exploding them into a route.