Today’s Slattery Sales tip: Don’t tell your prospect the size of their problem.
💡 Don’t tell your prospect how big their problem is (which your solution can solve), because ‘telling’ them won’t stick; they’ll fight your number.
➡️ Here’s why: You’re not a neutral party! They know you’re financially incented to drag them through the pain of change. No matter how much they like or trust you, they won’t believe your number.
(Your number, no matter how accurate, may also shine a light on areas they’ve been underperforming without your solution. 😲 No one will thank you for pointing that out!)
🤓 But when they speak, they believe truth is being spoken.
Let them articulate what it’s costing them.
They’re the one who will have to defend it, so they need to be the ones discovering and articulating it.
✨ Ask strategic questions with humility until they’re there.
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