Tag Archives: business case

Sales rep’s nightmare – winning the solution and losing the sale

When you are selling a major solution you need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue. The second sale involves persuading them that your solution offers the most effective approach to solving the problem. If you win the “second sale” without addressing the first, the most likely outcome is that you will get selected, but you won’t get bought.” Continue reading

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Quantifying your value proposition – making the business case

Success sales requires sales reps make the business case for a customer to purchase a product or service. This starts with understanding the customer’s business – and your value proposition. Continue reading

Posted in Business Acumen, General Posts, Sales Best Practices, Sales Call Execution, Sales Negotiation, Sales Strategy, Sales Training, Selling Value | Tagged , , , , , , , , , , | 2 Comments