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Having a sense
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Just because you're measuring something, doesn't mean it's the right one to keep track of. You're supposed to measure EVERYTHING that really matters to have a sense of where things are going. But that's that: a sense. So that you can correct course. Everything can be measured. How you judge where that measure is directing you is what makes the difference. |
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.
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 have advantage in a sales conversation. you'd wanna ask 4 things: What's the new status in the future when everything's going amazing. What's the reason behind the specific solution they're after. What's the urgency of doing it NOW, and not in a year. What's the reason for them to be even talking to you. 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.
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. :)