“You might have already found yourself in this situation—you’ve talked to prospective customers and once they understand what you do and the problem you solve, they tell you, “We’d need to kick off a formal RFP process before we can make any decisions on this.” Problem unaware prospects are a segment of the market […]
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Once you have a clear view of the critical business issue, shift your attention to answering, “Who are we solving the problem for?” That is, who are the buyers and stakeholders involved, and how do perspectives of the problem change from person to person within the same company? The objective of these early conversations is […]
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You know more about the problem your product solves than anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work. 57% of the purchase decision is made before a prospect contacts you & 67% of […]
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Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective customer is “problem unaware,” this means that you will need to invest a significant amount of time with the prospective customer to help him or her see the magnitude of the problem, find the right […]
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Would you walk away if your customers are not willing to take advantage of your levers? Or would you lose your rope a little to accommodate them? In this part of my conversation with Todd, we talked about transparent negotiating and taking advantage of levers. Listen to the full interview here: salesqualia.com/ep-109-pricing-negotiations-the-transparency-sale-an-interview-with-todd-caponi-part-1
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