Companies Want Solutions, Not Products

Companies Want Solutions, Not Products

By Scott Sambucci | July 19, 2021

“Have you ever had a situation where you know you’re talking with the right buyer at the right company who has exactly the problem your product solves? 

It seems obvious that this is the right fit, but then the buyer tells you, “We have to find budget.” That’s frustrating when you know you can deliver the outcome the company wants and needs, but the buyer still won’t act. Living with the problem will cost them more than paying for your product.

That’s because as a seller, it’s your job to demonstrate how purchasing your product will yield your customers a return on investment (ROI). 

You must show not just what to buy, but why they should buy it.

This means getting specific, with numbers. 

Companies want solutions, not products.” 

[Excerpt from my book – “Stop Hustling, Start Scaling.”]

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