Selling Means Justifying


Deals don't stall because the buyer cannot chose a supplier, but because the business case justification is not clear. Sellers can boost their success by going beyond the technology to address:

 

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.

Risk

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.

Compliance

Show how the purchase/project will ensure compliance with external regulations and internal standard, both present and future.

Strategic Fit

Demonstrate how the project fits with the key priorities and strategies of the business, as well as with existing systems, processes, etc.

Get your copy of ‘Selling in the Clouds’ and win more sales by helping buyers to justify their IT buying decisions. Selling-Clouds