Donβt Tell Your Prospect The Size Of Their Problem
(and a quick video with more details)
Todayβs Slattery Sales tip: Donβt tell your prospect the size of their problem.
π‘ Donβt tell your prospect how big their problem is (which your solution can solve), because βtellingβ them wonβt stick; theyβll fight your number.
β‘οΈ Hereβs why: Youβre not a neutral party! They know youβre financially incented to drag them through the pain of change. No matter how much they like or trust you, they wonβt believe your number.
(Your number, no matter how accurate, may also shine a light on areas theyβve been underperforming without your solution. π² No one will thank you for pointing that out!)
π€ But when they speak, they believe truth is being spoken.
Let them articulate what itβs costing them.
Theyβre the one who will have to defend it, so they need to be the ones discovering and articulating it.
β¨ Ask strategic questions with humility until theyβre there.
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β¨ Thank you for stopping by! Glad to have you here. β¨
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