Category: Sales Strategy
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How Do You Handle Indirect Benefits in a Business Case?
Many times an offering may have what a prospect might consider to be indirect benefits. These are benefits that, although real, are harder to directly link to the offering and/or are harder to actually capture. A couple of categories of benefits that often fall into this indirect bucket are labor savings (e.g., productivity gains) or…
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Never Lead with a Sales Demo
Well if you’re not going to lead with the demo, what should you lead with? Consider that old quote, “Seek first to understand, then to be understood.” The best opportunities can be found when initial conversations center around the prospect’s business problem.
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The Etiquette of Talking about Your Competition
The way you talk about your competitors tells prospects and customers a lot about your company and the way you do business. Here are some guidelines sellers and marketers can use to avoid leaving a negative impression and potentially losing business.
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How a Business Case Can Make You a Trusted Advisor
After weeks of meetings, sales pitches, and product demonstrations, how often has a customer responded with a hesitant “maybe?” You can change the game with a well-crafted business case that transforms a one-sided product showcase into a compelling story of value, efficiency, and strategic foresight.