Everyone’s sales process is different. The basic steps, though, are often the same in B2B sales. What you really need to do is make sure you get under the skin of your sales prospect to understand how you’re going to help, not just the person you’re selling to (your key contact), but other people in the business as well. Often you follow all the steps in your sales process, send a proposal, and talk about pricing. The key is to show, every single time, how you’re going to deliver great, return on investment for the business with your product or service. Here are some simple steps to building a kickass business case to close your deal.
How will your champion benefit?
To build a foolproof business case you need to get to the root of why the prospect wants your product or service. What it will do for them. How they will individually benefit. What will it do for them? You need to understand their challenges and what they really WANT. What is their goal with this purchase? Is it a change that they are trying to make or a problem they are trying to solve? Will it make your key contact’s life easier, their job easier, improve their standing in the eyes of their boss? You must really dig deep, do your research and then ask lots of questions until you really understand. This is the only way that you will be equipped to really build a strong business case. Talk about how it’s going to help your day to day contacts do their job better and make them look great in the eyes of their boss.