Page 25 - HSCR - How to Sell Cloud Services

Our Challenge is to Identify the Challenges

1. Focus:
a. Business – what does this mean to business?
b. Personal – what does this mean to the individual?

2. Magic Words:
a. “Implications”
b. “Effects”
c. “Consequences”
d. “Impact”

3. Ask 3 compounding questions to build leverage

4. Stick to one buying motivator for all 3 questions

5. Focus on positive implications (upside value) as well as negative in 3 more questions