When demonstrating value and talking about what you bring to the table. be sure to consider your Prospect's psyche as well.
The key here is to keep in mind that you're selling to an INDIVIDUAL, not to a corporation.
Of course, you'll eventually have to get the Prospect's entire team to buy-in (plus their CFO has the approve the transaction) but, remember: baby steps. You'll need to convince your Prospect first, before you even jump through those additional hoops.
So, how do you sell to an individual?
Well, instead of just appealing to their logic, you should appeal to their emotions.
More specifically, consider your Prospect's psyche, and consider their goals.
At the most basic level, you know your Prospect's objective is to hit their sales targets or marketing KPIs...
But if you think about it, you'll realise that your Prospect has other personal goals and objectives tied to their purchase decision as well. These could include:
- Wanting to get more recognition in their company
- Wanting to get a raise
- Wanting to empower their team
- Wanting to achieve work-life balance
And on it goes.
Perhaps your Prospect has mentioned that they don't have much visibility in the in the company (subtly inferring that they'd like to change this).
I've got just the thing that will make your CEO sit up and take notice. Trust me, after you 10x your results using this tool, everyone in the company will know your name!"
‹ Go Back