Mark Osborne explains how to sell by listening first. Ask clients about their specific problems like payroll or recruitment, then tailor your pitch to what they actually need instead of leading with your product.
And it sounds like you've got sort of your discovery process or part of your sales process where you really tease out what their needs are rather than showing up and being like, let me tell you why this is the best software on earth. It's, well, what are your specific needs? Because then if it's around payroll or if it's around recruitment, as you said, you can really tailor your pitch to their most crucial need. There's an old, old quote. It's, you know, sell them what they want, then give them what they need. And so, you know, their top-of-mind burning issue might be X. They're going to get all these other Y and Z benefits from implementing.
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