Sell Based on Value
In today’s world of technology, one can be a bit overcome by all of the choices that are out there. Back over 20 plus years ago, you could “frighten” someone into making a buying decision regarding technology. Today people are much more savy on technology and are not just into buying stuff just because it’s the latest and greatest or because it’s new. Technology solutions need to add a value to the business that they are being presented to. A solution needs to take into account the financial goals and objectives of prospects and customers alike. The value of your solution(s) should be articulated in a way that makes sense to your customer and makes it easy for them to “sell” your proposal internally. If you cannot place a “value” statement on what you are selling, then you should go back and re-address your reason for developing or trying to sell the solution in the first place. Selling products and services based on value helps position you and your customers into a win/win situation.
