From the course: Selling into Industries: Healthcare
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Codify your impact
- And then what? That's the question you should always have in mind when you're presenting information to your buyer. You need to increase your value and the urgency, and that can't be done by purely presenting information. You need to codify your impact. When you're codifying the impact your solution or product could have on a potential client, you can either present your case in terms of seizing opportunity or reducing risk. Let's start with opportunity. Imagine you sell payroll software, and you're calling on a series of urgent care centers, and you're meeting with the VP of HR. You know your software can save the HR team a couple hours a week. Great. You can save them a couple hours a week. And then what? What can that time be used for? You need to answer that question with and for the client and help them see the full potential of your solution. Here's an example. The time you'll be saving can be used to onboard new employees more effectively or source candidates for open…
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