An organization's biggest problems can be the starting point for solutions. A sales methodology walks prospects through five common pains new clients face, positioning those pains as part of the solution. Internal challenges like money-transmitter law compliance and serving more accounts with fewer resources become conversation starters that surface embedded solutions.
I like this question. What if there's something good about your biggest problem? So problems are often part of the solution. You know, what do we do with our sales process? We walk people through the 5 biggest pains that our new clients are facing before they come to us, 5 biggest problems that they have. So the problems are always part of the solution. But right now you have to look at the problems inside of your organization and start to understand, you know, are we worried about money transmitter law? Are we worried about, you know, some of those things I just mentioned? How do we serve more accounts with less? Are we worried about compliance? Whatever it might be, all these problems are going to be part of drawing on the solutions and start to have the conversations, the very open-minded conversations with people inside and outside of your organization, which once again is the tremendous value of going to the IPPA conference
