Does the person trying to sell me their product or service have the capacity to deliver value? Can I trust him? Does he care about me? These are a couple of standard questions when selling most items. It is wise to keep these in mind while building out an offering and determining your way of presenting ideas.
What do we like to see as buyers? What position do we want to be in to make our decisions?
Considering questions like these may help you fine tune how you present your options to a clients challenge.