The sale of your products or solutions are what keep your company alive, and to best position your offerings you need to focus on the benefits that they provide to your clients instead of focusing on the features of these offerings.
There are 2 key benefits that are always of interest to clients and which you should capitalize on when positioning your offerings. What you are selling should either help your clients:
1- Make more money
2- Save money
Everything else is considered a nice to have, but if you can demonstrate the business impact of your offerings, you would get the clients’ attention.
In the end, you are not selling your products or services but rather you are selling Money in the form of savings or increase of revenue for your clients!
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