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Seeing things and hallucinating
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They're 2 different things. Although they might look similar. Seeing things is about how you can have a vision and kind of grasp it. How you can see the application of one thing in a different context. Hallucinating is believing you're seeing one thing, when the reality is not that one. It's not about a vision, but about a reality. Hallucinating "We give amaaaaazing, premium service to our customers". Customers call. They get on hold to talk to a bot. Get ignored. Make them feel like idiots. Seeing things "What if we bring this other thing I saw at this other, unrelated, place to improve how our customers feel?" Which way are you going? |
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.
Not asking for what the budget is doesn't mean you don't talk money. It starts with Stopping assuming things. Asking with curiosity (to really understand). Evaluating if what they say they want is actually that.
Please stop asking what's the budget It assumes they'll buy from you. It assumes you'll accommodate YOUR offer to THEIR arbitrary budget. It assumes they know what they want and need at a deep level. It assumes they're the expert. It assumes they lead the engagement. And when you assume, you stop asking.
Something that happens quite often when selling: you're talking to one of the right people. You might be talking with some of the people that are in the process. You might be talking (and they might love you) to one of them: technical, manager, procurement, economic buyer. While doing it, others are left. And they become your blind spot. Involve everyone who is part of the decision in your process. That'll give you better chances at moving forward, or stopping the process when things don't...