Don't get angry - just hear me out!
Selling involves aligning a customer's needs with the features or benefits of your product or service. Would you agree?
You always start with your customer: Is the 'pain' there? Is it urgent? Is it important for them? What happens with their problem if unsolved?
Therefore 'customer discovery' becomes the most important task of the sales leader.
If you did this job well, you have a segment of customers that NEED your product or service.
All you have to do now is simply provide supporting documents that your product is indeed a solution to the customer's needs.
Don't waste time on manipulation techniques - be an analyst obsessed with finding the right customer for your product.
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