build a business case the drives urgency and sways stakeholders
According to a recent study, 67 percent of sellers say they’re underperforming at getting executive-level prospects to buy now rather than later.
The issue is most sellers think executives are only swayed by logical reasons and hard numbers.
But science shows that to build justification, you need to appeal to more than just rational motivations.
How can you get executives to justify the purchase of your solution?
In this checklist, you’ll learn how to make your business case more compelling and urgent. You’ll see how to:
- Tap into emotions to drive urgency
- Provide rigorous economic justification
- Measure metrics that executives care about