|
When going into sales conversations, who are you talking to? Is it the final users of your products/services? Is it the economic buyer? Is it the ones who pay the checks? Talking to the wrong person can get you to, sure, make the sale, but at the same time, leave money on the table. Recently, I was talking with a few CEOs on a research for a client. When they got asked about what they were paying on certain items that —to my client and their competitors is big figures— they needed for the use, all of them were “I don’t know. It’s ‘little’ money to take care of.“ This “little” money is mid-5-figures. What they need in their specialized fields doesn’t go below 300-400K and go to a few millions. It’s all context. If you’re talking to the wrong people, it won’t matter how “small” it is for the top level (who create value). They won’t buy. If you think with your own pocket, you’ll leave money on the table. Here’s the thing Go into those conversations without judgement, without a solution (or ready to jump into solution-mode), without a budget. Ask and listen. And listen to understand. You’ll see how the thing changes. |