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Your job
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"Don't pitch your value in the sale. That's marketing's job. Your job is to uncover the value the client is seeking. Arm yourself with questions, not claims." Blair Enns That's it for today. Make questions. The right ones. :) |
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. :)