Salespeople can strengthen their presentations by showing the prospect the cost of the proposal is offset by added value. A method of applying this technique, called quantifying the solution, is:

Question

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Quantifying the solution involves using financial metrics to demonstrate the value of a proposal. All the listed methods (cost benefit comparison, return on investment, net present value, and payback period) are techniques that can be used to quantify the solution by showing how the benefits outweigh the costs.

Salespeople Can Strengthen Their Presentations by Showing the Prospect the Cost