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Measuring the Solution Impact is an analysis of whether or not our products and services will meet the needs of our client. Are they likely to benefit from doing commerce with us? Do we have a 'fit' with this prospect? A similar analysis is done regarding your competitor's Solution Impact to potentially position us against them.
Solution Impact Judgements
Our Solution Impact is based upon 5 judgements:
Judgement
Description
Features
Does the prospect find favor with the features of our products and services?
Pricing
How is our pricing judged by the prospect? Note : that does not necessarily mean "Are we the lowest price?"
Compatible
Do our products and services "fit" with the prospect's business and requirements? Will it be easy for the prospect to adopt our products and services or is there a considerable barrier to overcome?
Buzz
Is there a sense of interest and excitement i n your prospect's industry about our products and services?
References
Has the prospect been able to obtain good references regarding our products and services?
Competitive Solution Impact Analysis
You may also do a sales analysis on your perception of your competitor's Solution Impact.
Other Sales Analysis
All five judgements of the Solution Impact are also considered in the Position and Advantage Sales Analysis.