Prospects will often cite budget constraints for not moving forward. But it may be hours, not dollars, that’s the more precious resource. The people at most companies survived the recession by doing more with less and are now spread even thinner as the economy recovers. The million dollar savings (or cost avoidance, or new revenue…) that we can help a customer achieve is only compelling if we minimize the time and effort needed to make a decision and implement.
Promote the aspects of your products and services that free up time rather than consume it. Use tools and techniques that compress the sales cycle and speed up the decision-making process. Take less of your prospect’s time and you’ll likely end up with more of their money.