Then I paused to think, while this is so obvious, how many sales people really demonstrate how they can save their customers money? I thought I would pose a few questions, I’d love your responses:
Do you, in every proposal, present a written and compelling business case about how your solution will save the customer money?
Do you review this with your customers and get their buy in?
Are your customers demanding this business case? Do you provide it even if they don’t ask?
This caused me to reflect on other situations where we have made major purchases. It caused me to think to some the reviews we do for our clients. While everyone presents good analysis of the costs of procuring a solution, and they provide comprehensive financing alternatives, very few of the deals included a comprehensive business case, justifying the solution.
The secret to success is demonstrating visibly, using your customers’ financial criteria, how you can save them money. Perhaps it’s too obvious and simple. What are your thoughts?