Brief conversational exchange about selling and customer motivation: speakers argue that customers often say they want "financial freedom" but actually want the outcomes that freedom provides; effective value-selling requires uncovering a customer's underlying "why" by encouraging them to talk beyond business specifics so they reveal what they truly seek.
People. Yeah. They say they want financial freedom, but they actually want what it's going to give them. And if you figure out what their why is, and if, if what you have, your service or product can give them that path there, then that's really how you provide value.
Yeah. And a lot of it just comes down to trying to get them to talk about things outside of the the business realm or the sale.
Yeah.
Like, just get them talking, because guess what? They're going to end up telling you exactly what they want from you without you even talking about your product or service, because they're going to have an inkling about what you do offer. They're going to they're not going to come out of left field with it. So let them bring it up, because then they're the one chasing.
“Grit is Good” and How to Keep Getting up When Your Business Gets you Down
