The ABCs of Selling - F

F - Financial Benefits

Usually when salespeople sell the financial benefits of their solution they focus on price, cost savings or ROI. But these are the only financial benefits that could come from a solution.

The problem may not be the price; it may be the payment terms, or a lack of cash. In my first book, Hope Is Not a Strategy, I related the story of a win at Turner Broadcasting from when I was selling in the software industry. We were losing the product evaluation of financial systems...