Present your solution as a strategic investment, not just a product from "summary" of Selling to Big Companies by Jill Konrath
When you're selling to big companies, it's crucial to shift your mindset from merely selling a product to positioning your solution as a strategic investment. This shift in perspective changes the way you approach conversations with potential clients. Instead of focusing solely on the features and benefits of your product, you need to demonstrate how your solution aligns with the client's overarching business goals and objectives. To present your solution as a strategic investment, you must first understand the client's business landscape. What are their pain points? What challenges are they facing? By conducting thorough research and asking targeted questions, you can uncover valuable insights that will allow you to tailor your pitch to the client's specific needs. Once you have a solid unde...
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