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4 things you want to ask.
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To have advantage in a sales conversation. you'd wanna ask 4 things:
Getting the answers to these questions will let you know where you stand —in the mind of your decision-maker, in the process, and compared to the alternatives. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
If you're not the big player in your space, you can still get a great deal of the place. Once you figure out what you're really good at, and what only you can do for your customers —what you do different in your market— you can challenge the big ones on your turf. It'll catch them off-guard. They won't know how to (quickly) react. And they'll panic in some way. But that's the fun part —seeing them like "WTF!" What's better: you'll be reaching their customers. But you're not there to win....
How do you get to the 4 questions to figure out where you are in the mind of your prospect? With an empty mind. Without previous judgement, Without a solution. Without being in solution-mode (ready to fix the problem on the spot). You go in blind, as in a blind-date. To listen. To see if there's a fit. To understand if/how you can help. To say No when it feels like a No. That's your gift: knowing you're in control. To help.
To do this, you need to stop thinking inwards. It's got nothing to do with your costs, your efforts, with how much sacrifice you put into. It has nothing to do with how much you think it's worth. It's got nothing to do with your pocket. It's all about your customers. About their situations. What they value. And with their pockets. If it's worth to them, they'll find the way. And it's them who define what expensive is. Not you. :)