Maximize the Perceived Fit of Your Solution
The best way to maximize perceived fit of your solution, is to ensure it is NOT your solution, but the buyer’s baby.
In fact, consider using anti-suggestions to help the buyer lay claim to the solution.
Co-create the buyer’s Utopian Vision in the 3rd section of The Perfect Discovery Call.
If the buying organization requires a competitive process, you will face competition. But, if the solution is the buyer’s baby, rather than yours, the competition will find it hard to change.
The greater the buyer’s sense of ownership, the higher your win rate.
People do not argue with their own ideas.