I found personal utility the most effective way to close sales. For example, I used sell networking sw. The network guy would first be asked to technically app

I found personal utility the most effective way to close sales. For example, I used sell networking sw. The network guy would first be asked to technically approved and then recommend the sw. Usually the decision maker went with the network guy recommendations. Our product was twice as expensive as the next guy's and had too many features that no one used or cared about. Plus our UI was nonexistent, the documentation was a nightmare and installation was a made military bootcamp preferable. However, I always asked the person to test our product with others. Then asked what their life would be like if a scenario happened. They realized they would yelled at and they would feel the wrath of their superiors. However they usually countered that the company would save money, they would need to train the users less, etc. This is all true. However would this positive aspects balance when the network sw failed. Would the management still remember that that it was easier to train users and the UI was easy to use and the company saved money or would their life just be hell.