How to Establish Value

In order to establish value, you must first know what is
valued. These are the areas of concern for most
Global 2000 executives.

Very secure

How does your solution provide increased security and
protection?

What can a prospect or customer expect from you solution
in terms of providing additional security?

Adaptable

What enables your solution able to expand and contract
quickly?

Is your solution scalable? If more of
your product or service was required, would you be in a
position to provide it? What are your capabilities as a
company in terms Of adapting your solution to fit the
prospect or customer's specific needs or environment?

Low total cost of ownership

What will be the Total Cost of Ownership?

Remember to factor in the additional costs of
documentation, training or education, consulting services
and maintenance or maintenance renewal costs.

What type of Return on Investment can the prospect
reasonably expect?

How fast or what is the net payback period of your
solution?

Usable

How difficult will your solution be to implement and use?

What can the prospect expect to encounter when using your
solution?

What type of support is available if they encounter
problems?

Efficient and effective

How will your solution increase their efficiency or the
Effectiveness upon the way they do business?

What is it about your solution that will allow the prospect
to get more done in less time than before?

Dependable

What is your solution track record in terms of being
consistent and reliable?

Who has used it and for what types of applications?

Take some time to write out your answers to each question.
Then read your answers aloud.

Which make the most sense?

Which ring true when you say them?

Add those statements to your sales toolbox.