Solution Validation - The Most Boring and Least Creative Part of the Preparation Stage

Some of these guarantees are just required by the regulatory environment. In other niches, they are just peace of mind kind of upsells that crafty salespeople have done to squeeze a couple more bucks out of people. If you communicate this clearly in each call that you do t solution validation, you will create gold allignment between you and your prospect. You both want a great solution that makes things easier for the customer.