The time value of money suggests that having cash now is better than later; however, opportunity cost emphasizes what is foregone when that cash is not utilized effectively.
When dealing with IT experts as customers, you must address the personal factors at play, such as their pride in their skills and concerns about job security.
A successful sales approach to experts combines understanding their technical capabilities while addressing both their professional responsibilities and personal attachments to the technology.
Selling to experts requires acknowledging their fears about third-party involvement and ensuring they feel confident about the decision to engage external services.
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