Sales is difficult enough, but selling a good solution to the wrong people makes it worse.
Why does this happen?
It’s easy to convince yourself that someone needs what you offer—it’s probably true! But that need is different than a motivated person looking for a solution to fill that need right now. Take healthy people for instance—they too need doctors but it’s going to be a heck of a lot easier to convince them to go to a doctor when they aren’t feeling well.
See also:
- It’s harder to sell if you have to convince people there is a problem
- Finding that hook that motivates the change is why discovery questions should feel consultative
- Sell solutions not software and tools are bought, transformations are sold
- How to write a sales narrative