Delivering the outcome the company wants and needs
“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 the 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. Executives think, What can this product do for me? How can I put this product to work for my business?”[Excerpt from my new book – “Stop Hustling, Start Scaling.”]
Download the ENTIRE Book here: http://bit.ly/2ISZxNA
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