CHALLENGER INSIGHTS Vol. 4:
Create Value, Win the Sale
Maybe this has happened to you. Let’s say you’re asked to come in for a space assessment by a large police department who needs additional evidence room storage. You go in, do a short assessment, ask a few questions, take measurements— and go back to your office to draw a system in Configura.
The solution is an ActivRAC system that comes out to be $500,000. You go back to the department, talk with the Chief, and pitch your solution. The Chief’s eyes grow wide, and with shock and frustration in his voice, he says, “No way.”
What happened? Didn’t he say he had a huge problem in his evidence room?
Absolutely — but he doesn’t see his problem as one that costs $500,000. In order to win the sale, you need to create value. But what does that mean — and how do you go about doing that? Click above to take a look at an infographic that walks you through a much different approach.
Have you had success communicating the value you can add to a Public Safety sale? Email McKenna at mdustman@spacesaver.com to share your insights.