You might have an infinitely configurable product – but the prospect doesn’t need to know that yet. Reduce what’s available to make it more likely that you sell anything. And if you want to really reduce uncertainty for your prospect, have a default option that ‘most customers choose’.
The temptation is to go in with your phone code belgium biggest and boldest claims but you’re trying to make this feel like a low risk decision, so tone it down a bit.
Let’s say that a great PowerPoint productivity add-in developed by a great company proved in some studies to save employees 30 minutes a week. You might say something like ‘we’ve done studies that show the average person saves 30 minutes of their time each week, but just to be sure you get a great return on your product, let’s take a look at the business case using just half of those average numbers. Even by saving just 50% of the average time compared to most users, you can still get a great return versus your costs.’
Start small
Start with one machine. One team. One solution. Land and grow – don’t try to grow before you land. Tell the prospect not to over-buy. They might say they want to buy the super-deluxe supreme option, and get you all excited, and then just umm-and-ahh forever because it’s so expensive. Just sell a hesitant buyer your regular option and you’ll already have a customer, and build a lot of trust.