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- Matthew Linus - Chief Revenue Officer
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Obstacles
Even if you have a perfect introduction to a new prospect or customer, you can still face resistance. The good news is that you can still be effective if you have the right response.
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Discover the psychology behind capturing the attention of the people that we want to meet with. Drawing from neuroscience, learn how our brains prioritize certain messages to drastically increase engagement rates.
As a seller, our role is to influence, to change people’s belief about a better way to solve their problem. To do this, we have to understand the other person’s point of view. How do we do that?
Now that I understand the customers needs and decision drivers, how am I going to position my solution? Another way to think about it is I need to fill in this sentence, “I will win if.” And how do I answer that question?
Once we’ve connected our solution to what’s important to the customer and communicated a logical or emotional payoff, we need to contrast our solution. So how do we do that? We focus on the what, who, or how.
Sometimes just communicating the benefits of our solution, and how we’re different than the competition doesn’t work. The reason is the investment or the risk is too great, we need to prove it. We’ve got to ensure they’re going to emotionally experience the benefit.