Questions that sound like these

[Shishirgano9]

After all, purchasing decisions are driven by feelings. And because humans are biologically programmed to prioritize threats of pain and loss in our environment, leading your pitch with problems and the visceral feelings the drive is a powerful way to deliver your message. The problem is that too many salespeople think they’re leading the problems, but what they’re actually leading with is products. The result is that customers and prospects ignore them.



Here’s what I mean. Many salespeople lead their pitches and macedonia cell phone number list prospecting narratives with: “Are you looking to get a 360-degree view of your customer?” “Are you frustrated because your systems don’t talk to each other?” “Do you want to provide your customers with an omnichannel shopping experience?” “Are you looking for an e-signature solution that saves time getting customers to execute contracts?” But the answer to all of these questions is a resounding NO! Buyers don’t wake up in the middle of the night wishing they had ANY of these things! These are thinly veiled solution pitches or at the very best, downstream problems you should be raising MUCH later in your narrative.



If you want to get your customers to lean in and say, “Tell me more!” after they hear your pitch, you need to take a step back and lead with a high-value problem they actually care about. A Simple Fix to Transform Your Pitch If you want to boost the impact of your pitch, here’s a simple fix: Step 1: Read your pitch Step 2: Ask yourself “Why is that important to my customer?” Step 3: Repeat step 2 until you are clear on the high-value problem you’re solving for* Step 4: Lead with that problem instead! ** * this problem should exist with or without your solution.