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Hard is simple.
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Hard conversations can be simple. They are, actually. Though they feel hard because you're invested into it. You have consequences you'd rather not dealing with. Yet —in the vast majority of cases— they're simple. And here's the thing: you already know in your gut which way to go. Trust. Your. Gut. |
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.
Or at least, avoiding making anyone upset. Nice thought, but nonsense. Utopia. You can't make everyone happy. Unless you're laughing gas. (And even then.) Your decisions will impact your business, your customers and your relationships. And you can't make everyone happy. Business-wise, they'll upset people —within your business, within your market, or within your customer base. Yet, avoiding making a decision because of the fear of what might come up will not make the situation better when...
Timing. In sales and negotiation dynamics, it's all about who has the more power —there's always one who wants it more. When to be the first to speak? In my experience, talking money early (no, not the first thing that bursts out of your mouth as "What's your budget?") gives you an advantage. It enables you to: Be comfortable talking money. Anchor high. Lead the conversation with your rules. If it's your prospect the one who talks money first, they'll be in more control of the conversation....
Jobs To Be Done is a theory with 2 approaches. They both center on how to find the thing that makes customers tick. This, based on markets and needs. One of them (by Tony Ulwick) has this assessment tool: https://strategyn.com/innovation-assessment You might want to give it a try. :)