They focus on products, not problems
Posted: Mon Jan 27, 2025 10:23 am
If you’re looking for a simple way to muster the conviction you’re after, try this simple experiment. Imagine you were calling someone to tell them they won $10 million in the lottery. Think about how your tone, expression, and confidence would manifest themselves in that conversation. Would you be inhibited because you’d feel you were bothering the other person? No! You’d be excited because you know they should want to talk to you. Turning your attention back to your solution, think about the value it could provide to your customer in the same terms. What value proposition would you have to channel to generate the same level of enthusiasm and conviction in your customer? Then practice that value proposition over and over until your pitch radiates the conviction you need.
A huge reason why new sales reps fail to connect with malaysia telegram data buyers: they don’t understand the PAIN their customers experience every day. Instead, they feel they need to master and lead with their product in order to be valuable. This makes you a solution without a problem! Without knowing and leading your pitch with those problems, it’s very difficult to prove why your company is uniquely suited to solve them. The problem is what your customer spends time thinking about so mastering that narrative first and foremost is critical.
In fact, recently one of my clients told me they recently set a goal to make it through at least 75% of their first-call customer conversations *without* talking about their solution. Instead, they focused on the customer’s problems, the changes occurring within the customer’s industry, and the challenges experienced by the buyer themselves. The results were night-and-day transformative! Customers were 10X more engaged and open to sharing deeper insights about their operation and needs. The take-home message: keep your product behind your back! Resist the temptation to prematurely discuss or demo it until the customer sees you as someone who understands their problems.
A huge reason why new sales reps fail to connect with malaysia telegram data buyers: they don’t understand the PAIN their customers experience every day. Instead, they feel they need to master and lead with their product in order to be valuable. This makes you a solution without a problem! Without knowing and leading your pitch with those problems, it’s very difficult to prove why your company is uniquely suited to solve them. The problem is what your customer spends time thinking about so mastering that narrative first and foremost is critical.
In fact, recently one of my clients told me they recently set a goal to make it through at least 75% of their first-call customer conversations *without* talking about their solution. Instead, they focused on the customer’s problems, the changes occurring within the customer’s industry, and the challenges experienced by the buyer themselves. The results were night-and-day transformative! Customers were 10X more engaged and open to sharing deeper insights about their operation and needs. The take-home message: keep your product behind your back! Resist the temptation to prematurely discuss or demo it until the customer sees you as someone who understands their problems.