Describe in detail, how you intend developing your new sales decks

By focusing on how much any challenge is costing your customers and then showing them how your solution, will reduce or eliminate any unnecessary costs, sets your organisation up as a true “CREATOR OF VALUE”.

In other words, by selling to the person, who holds the budget in this way, you demonstrate how by using your solution, they have a simple choice to make, as it will save them money in the long run.

Remember that when creating “VALUE”, you need to show the following possible benefits:

  1. How will your solution improve their bottom line?
  2. How will you optimise efficiencies?
  3. How will you reduce costs?
  4. How will your solution, provide a positive outcome for your customers?

See the graphic above, which offers an example of the process, we need to follow, when developing our second tier sales decks

  • Opening
  • What is the challenge?
  • Who has the challenge?
  • What is the cost of the challenge?
  • What is missing from the current solution?
  • What has changed?
  • How will your solution help?
  • Prove your solution is better
  • How much does your solution cost?
  • Create a long term, mutually beneficial “PARTNERSHIP