How to be Justification Ready with Bruce Scheer and Darrin Fleming

In this episode of the ValuePros Show, Bruce Scheer and Darrin Fleming delve into the art of being "justification ready" in the sales process. Learn how to build compelling business cases that secure decision-maker buy-in and close more deals effectively. - Quantifying intangible benefits and aligning them with strategic objectives. - Understanding the emotional dimension and risk quantification in sales. - Components of a strong business case: problem statement, solution narrative, and financial analysis. - The cost of inaction and leveraging industry benchmarks to motivate decisions. - Insights on becoming a master seller versus a novice seller. Tune in to enhance your sales strategy and boost your win rates! 00:00 Ensure discovery, demonstrate value, justify, execute, impact readiness. 03:23 Engineer evaluating and justifying projects in manufacturing. 08:42 Deals lost due to weak business case, confidence. 10:38 Lack of confidence leads to no decision. 16:20 Most sellers focus on product, not client outcomes. 18:44 Become a business partner, understand and lead customers. 22:21 Align with strategic goals; analyze client and buyer. 27:30 Tool quantifies business case benefits and financial metrics. 28:48 Core metrics drive business value; cost of inaction. 33:37 Quantifiable tangible, critical intangible, strategic impact, possibilities. 35:51 Highlight strategic benefits tied to corporate initiatives. 38:51 Ensure ROI, conduct risk assessment, offer options. 41:16 Thanks for checking out this episode.