In our outbound prospecting motions, are we selling the problem or pitching the solution?
The loss aversion theory suggest, people are twice as likely to avoid pain then they re to realize gain. How can we overlay this when reaching out to our potential buyers?
97% of prospects are in the unawareness phase, our role is to move them to awareness..
We cannot do that by highlighting our solution anchored against nothing. This is what I see so many doing.
Are you starting with the current state?
Understanding how they are getting the jbo done today? Poking holes? Looking for ways to show how unsustainable it is? What is the risk of staying this way? Or the bigger risk of doing nothing?
Tune in to my solo podcast where I share ways we can help our prospects acknowledge they have a challenge and the impact of it.
When we gain this commitment we compress sale cycles, avoid price objections and the situation itself creates urgency.
#b2bsales #saleschallenge #jobstobedone
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
In our outbound prospecting motions, are we selling the problem or pitching the solution?
The loss aversion theory suggest, people are twice as likely to avoid pain then they re to realize gain. How can we overlay this when reaching out to our potential buyers?
97% of prospects are in the unawareness phase, our role is to move them to awareness..
We cannot do that by highlighting our solution anchored against nothing. This is what I see so many doing.
Are you starting with the current state?
Understanding how they are getting the jbo done today? Poking holes? Looking for ways to show how unsustainable it is? What is the risk of staying this way? Or the bigger risk of doing nothing?
Tune in to my solo podcast where I share ways we can help our prospects acknowledge they have a challenge and the impact of it.
When we gain this commitment we compress sale cycles, avoid price objections and the situation itself creates urgency.
#b2bsales #saleschallenge #jobstobedone
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy