Costs – Benefits
Help the buyer to build the economic justification. Quantify the benefits of your solution and the impact on the buyer's key metrics.
Un-addressed risks result in stalled deals. Bring risk out into the open and use it to sell. That includes technical, project, supplier and other forms of risk.
Show how the purchase/project will ensure compliance with external regulations and internal standard, both present and future.
Demonstrate how the project fits with the key priorities and strategies of the business, as well as with existing systems, processes, etc.