The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Selling a must-have product sounds easier than selling a nice-to-have. But even when your solution is critical to a customer’s business, you still have competitors fighting for the same deal. So, what makes a buyer choose you?In this episode, I talk with Mark van Oppen, CRO of SecureAuth, to talk about what it takes to sell a must-have solution in a competitive market.Selling a Must-Have vs. a Nice-to-HaveMark explains why sellers should first identify whether their solution is truly critical to their ideal customer.A product should solve a real business problem rather than forcing urgency where none exists.Finding the right Ideal Customer Profile (ICP) can determine whether a product becomes a must-have.Mark prefers selling solutions that are foundational to the customer’s business because they create stronger customer relationships.Why Buyers Ultimately Buy TrustHaving a must-have solution does not automatically mean a buyer will choose you.When multiple companies can solve the same critical problem, trust