Brief: When Customers Don't Care About Your Product

Customer conversations

creating trust with buyers through selling with insights

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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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