Bill Gallagher explains how to stand out in sales by presenting multiple approaches to a problem instead of the standard pitch. Educate prospects on each option's tradeoffs, then use their response to discover what they actually need and tailor your solution accordingly.
We'd say, look, like you're trying to solve this problem. There's lots of different approaches to solving that problem. And we've dealt with a lot of customers, and we've seen them. Sometimes they approach it like this, and here's the pluses and minuses. Sometimes they approach it like this, here's the pluses. Sometimes they do it like this. Here's the pluses, minuses. And so we would have that big discussion. And so the neat thing about that is it allowed us to frame the sales pitch from the very opening to something that was very specific to us. Like, instead of defining the problem the same way, our. Our competitors to find the problem, we'd be starting with our insight that was very specific to us. And then we'd have this neat conversation about the whole market. And it gave us a really convenient place to do discovery. So we'd say, look, this is what we see in the market. How are you doing it today? What else are you looking at? Are there other things on your short list? So we could simultaneously be educating the prospect about what we think the pluses and minuses are of different approaches to the problem. At the same time, we. We're gathering information about what are they doing today, what is their current situation, all that stuff.
