Incremental Justification

Incremental Justification is the Buyer practice of assessing the Return for their Consideration to date, and the Probable Incremental Value to come from additional Incremental Consideration. The sales-centric seller may just have had a "great meeting", only to find the Buyer does not answer a communication again except to say they have decided for another Alternative. This is because the Buyer has weighed that last "great meeting" against all the other not so great meetings and decided enough is enough. Smart Expert Sellers ensure that every meeting, every communication, delivers Incremental Value to the Buyer for the Incremental Consideration they had to give to consume that information.