Instead of pitching directly, surface common problems your prospect's peers face, ask probing questions to find what matters most to them, then schedule a follow-up. This keeps the focus on their pain, not your solution.
What I like to do also is like to highlight the potential issues or problems your solution or service can solve, but you don't want to touch their ego because if I'm telling you, oh, you don't do your job well, so you need my solution, you'll be like, oh, I'm doing a good job, so I won't listen to you. But if I tell you that, you know what, other people in your industry, in your region, face this kind of problem and this kind of problem, this kind of problem, does it resonate with you too? Oh yes. Which one? Oh, number 2. Oh, tell me, tell me what, why. You deep dive on the problem and you don't even need to pitch your solution. You're like, my solution can help you fix this. Do you want to set up a meeting tomorrow, 3 PM? You just enlighten the issue and the problem you solve. You are not pitching.
Roll Claude out from one laptop to the whole GTM org | Sam Gong & Zach Vidibor
