A $40M/year CEO explains why top salespeople don't pitch right away. Instead, they dig into the problem's specifics—how long it's existed, what caused it, what it costs—until the prospect is nervous enough to ask for the solution themselves.
I need that person to beg me for the solution. So I'll never say, okay, yeah, we can fix that. Like, no, no, no, that's what a salesperson would say. They have to have like a nervous anticipation that I will allow them to solve the problem. I'm more interested in like the specifics of the problem. Once I get the problem, I want to know how long has it been a problem, what's causing the problem, and what kind of impact the problem is having.
