Overview

Here are some thoughts to consider:

• How well do you currently quantify and articulate the financial benefits of your solution instead of just the features, and where are the gaps in making those benefits precise, quantifiable, and verifiable for individual customers?
• What alternatives or status-quo options might your prospect be comparing you against, and how can you explicitly address them in your business case to make your solution the priority?
• At what moment(s) in your sales process should you introduce or reinforce urgency, and how might you weave urgency into the business case so that it feels natural rather than forced?

Topics Covered

• What is a business case?
• Why develop and present a business case?
• How do business cases establish urgency?
• How do you represent financial benefits throughout the sales process?
• Quantify the benefits of your solution with your customer.
• Establishing a financial advantage.
• Examples of financial benefits are evaluated and discussed.
• Your financial case must prove that your benefits outweigh the rewards of all other options.

Learning Objectives

• Be able to identify and represent financial benefits throughout the sales process.

Desired Outcomes

• Recognizing favorable financial opportunities for customers concerning your products, services, and solutions.
• Provide precise, quantifiable, verifiable data based on unique customers.

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