He had the budget. He agreed with every problem in the assessment. Then he said $2,000/month was "too expensive" — and walked. If you sell IT or any technical solution, you've lived this.
Here's the uncomfortable truth: being right about the problem has almost nothing to do with winning the deal. I just judged a national MSP sales contest, and the top closers — 68%, 72%, 76% close rates — weren't the best technical sellers in the room. Most of them didn't come from tech at all.
They were winning like trial lawyers. In this video I break down the exact process they run:
• Why people buy what they want, not what they need • Problems vs. pains — and why emotion closes deals, not logic
• The "curse of knowledge" that turns your expertise into a liability
• How to use questions as weapons, like a trial lawyer
Podden och tillhörande omslagsbild på den här sidan tillhör
Ray J. Green. Innehållet i podden är skapat av Ray J. Green och inte av,
eller tillsammans med, Poddtoppen.
