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What separates experts from newbies.
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The best way to demonstrate your expertise is not always by answers. What separates experts from newbies is making questions. The right kind of questions. Questions where you guide your prospect to dive deeper into what's their situation. Questions where you listen to understand, before coming with a solution. Questions where you show that you've done your thing before. Questions that make it a conversation. |
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.
That's the stench of desperation. When sellers try to demonstrate by saying they're the best option to their customers situations. With the eagerness. The anxiety. The overexcitement. Because they bring solutions (all their competitors claim they bring problems, right?) The more you chase them, the more they'll retreat. Learn to retreat, and they'll follow.
Pop quiz: Price is the amount of money that... A.- the customers pay to receive what the company's offering B.- the company charges for what they offer.
A price increase might feel like too risk (whatever that price increase is). And when your customer gets back to you with sticker shock, they'll ask you what justifies it —you will be tempted to do so. Whether you justify it or not, you need a structure. One that lets your customer know that they're not risking their money for less value. One that is clear on how they get helped.One that doesn't give up your numbers on how you run your business. A structure could be like this: - What...