This is the focus and fundamental of sales engagements. Your company is solid, your customers are thrilled, you have unique capabilities, you’ve articulated your value and messaging. This is your case to your prospect.
But let’s look at it from their perspective. Why would they buy from you?
Because they see in you a path to something better. They trust in you, your company, and your products to help them achieve their goals, realize their vision. They see that you understand their problems and have the insight to help them solve their problems. You are an expert, available to consult with them.
As you review your discovery notes and look at your solutions, as you prepare your demonstration systems and fine-tune your positioning and value, be sure to pause and ask yourself the All-Important Question:
Why would they buy from you?