The Business Case Is King!

The Business Case Is King!

Bye Bye Impulse!

‘Great idea, lets do it!’ – is rarely heard from today’s buyers. The best sellers can hope for is ‘let’s get a multi-disciplinary team together to develop the business case, then in 3-6 months we can decide if it is worth doing’.

Yet, salespeople are wasting their time writing proposals that do now address the issue of the business case.

A Compelling Business Case Is Required!

Buyers tell us that the business case is more important than:

• The skill of the salesperson

• The reputation of the supplier

• The quality of the sales proposal

• The sophistication of the technology or just about anything else.

After all unless there is a compelling business case the purchase will not proceed.

All this means features and benefits selling is redundant.

The latest research on how buyers buy
Who makes the buying decision