Do you know why people wear boots when it is cold and wet outside? Think about this for a second or two. Aside from stylish reasons, people buy dry and warm feet not boots. Warm and dry feet are direct “benefits” of wearing boots when it is cold and wet.
People will focus on the benefits of your solution first, namely: “the why do I need it” , “the why should I spend my limited budget on your solution”, “the how will your solution reduce my internal cost structure”, parts of your solution. If you take a proactive approach to convince your buyer that your solution is a good fit then you will shorten the opportunity’s sales cycle in your favor. Move fast … Move smart.