Today’s Slattery Sales tip: The problems that get articulated get funded.
💰 In any organization, the problems that get articulated get funded.
👉 If the only number on the table is price, and you aren’t helping your prospect articulate the real problem they’re already funding (but don’t realize it because of isolation), then you’ll lose on price.
💡 But if you can help your prospect articulate the real problem they’re ALREADY funding, which your solution can solve, then that’s the right context for the price of your solution.
💎 Help your prospect articulate those costs first, before ever putting an offer on the table. Of course, you'll never tell them those costs (we're selling, not telling), but your excellent questions can help them articulate all their problems fully.
📈 If you wait for the problems to be articulated fully before putting an offer on the table, your win rate can go up significantly. 📈
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