Selling the Problem - Karen Kelly

K2 Sales Podcast

In our outbound prospecting motions, are we selling the problem or pitching the solution?

The loss aversion theory suggest, people are twice as likely to avoid pain then they re to realize gain. How can we overlay this when reaching out to our potential buyers?

97% of prospects are in the unawareness phase, our role is to move them to awareness..

We cannot do that by highlighting our solution anchored against nothing. This is what I see so many doing.

Are you starting with the current state?

Understanding how they are getting the jbo done today? Poking holes? Looking for ways to show how unsustainable it is? What is the risk of staying this way? Or the bigger risk of doing nothing?

Tune in to my solo podcast where I share ways we can help our prospects acknowledge they have a challenge and the impact of it.

When we gain this commitment we compress sale cycles, avoid price objections and the situation itself creates urgency.

#b2bsales #saleschallenge #jobstobedone

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