Brief: When Customers Don't Care About Your Product
Customer conversations
What’s Inside
Having a great product is not enough. Customers are pressed for time and distracted by time-sensitive demands. Additionally, competitors are leveraging advancements in technology to offer similar products.
The solution: sales professionals need to articulate the value of the solution in a way that traces to the customer’s specific needs.
Here, we look at ways to do that by:
- Leveraging insights gained through questions
- Developing a value statement
- Using the “framing effect” to provide the context that puts value in relative terms
- Taking the time to understand the customer’s nuanced differentiators
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Download a copy of our webinar where we explore the top sales trends of 2025 that will empower sales leaders to drive remarkable growth in 2025 and beyond.
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How Sellers Can Adapt to Three Trends in Retail and Commercial Banking
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Brief: How Sellers Can Adapt to Three Trends in Software, Tech, and IT
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