The best way to demonstrate your value is to get your customer to monetize their problem.
Here’s how…
Customer Issues & Problems
A prospect or customer reaches out to you and states,
“We have problems and issues for which we need your help…”
Before you “jump the gun,” to present your solution, step back and ask the following questions:
Tell me what this problem is going to cost you in:
- Time…?
- Opportunities…?
- Productivity…?
- Resources…?
- Customers…?
The bottom line
You need to dollarize and monetize the problem.
When the size of the customer’s problem outweighs the investment of your solution — that’s when customers take action.
To demonstrate your solution and sell value — get customers to monetize their issues. As a result, customers will embrace your solution.
