How do you overcome your company’s product being a nice to have instead of a need to have?
youreonmute
Selling strategies
1
Nice to haves are fine. Find those who spend money on nice to have things. Porsche is a very profitable company and sells nothing that anyone needs. Banks buy lots of software they want but don’t need and spend hundreds of millions on it. Sell the vision of how your product can transform your customers life, prove it in an eval, and negotiate the price.
That’s a great point
welcome to sales
lol
Your company should think of itself as a must-have. What do the must-have competitors have that your product doesn't? Have you done a competitive SWOT analysis?
We do consider ourselves a must have, there are simply many competitors
think long & hard about your pitch and what your customers want.
Related posts
Members only
7 comments