The ABCs of Selling - J

J -Justification

As in cost justification also called value proposition.  We see many sales reps submit a cost justification with their proposals calculating the potential savings or revenues from their solution and ending with an ROI (return on investment) percentage.

Yes, this is a necessary step in most sales cycles. However, don't expect a good ROI to cause a deal to close in this economy (unless it's really big).  Why?  Because every CFO has a dozen or more investment opportunities...