Stop pitching your product until you and your customer both understand what it costs them to do nothing. First map their situation, find where they lose money or time, then show how your solution fixes it.
That sweet presentation that you're so proud of is losing you deals. Far too often I see sales reps going into how great their product is, how great their solutions are, without truly knowing how they will be applied to benefit their prospect. So before you get into pitching your solution, it's important that you start by first assessing the customer's current situation. Understanding what opportunities you have to help them make money, save money, save time, improve their efficiency. It all comes down to the bottom line. Then once your customer and you understand the consequences of them remaining in this current situation, you can present a meaningful solution. All right, and for more in-depth trainings and going into these details, make sure you follow our YouTube channel. The link is in our bio.
