What does it take to sell a solution?

In many startups starting out we can all imagine the mountain of reasons as to why a prospective customer may decide to not engage with us let along by from us.

Questions a buyer may ask themselves are:

1. Can this solution help solve my current problems?
2. Can it do it better than any of the others I've engaged with or currently using?
3. What proof can i find other than trying the technology that this solution can deliver on my expectations?
4. Can i afford this?
5. What is the general consensus on this solution from others using it?

These are some of the many genuine quesztions any buyer would have. It reflects 3 elements:

1. Requirements (does it have the Functionality and performance needed).
2. Constraints (what may impeed me from actually considering it as a viable solution towards resolving my problem).
3. Evaluation criteria (ex: comparing and selecting the best option). In your engagement and sharing of information as Founder you are the frontline of Sales and it is critical to understand these poings and address them in the best format and forum available to you.

When buying a solution many prospects will hold biases in their deciion making process. It is always best to ensure that you address those by keeping an eye open their perception of things and being a founder that understands other people's prospectives and the weakness those prospectives carry so that yo may then use them as lever to tie your offering and the value it brings.