During discoveries I often find prospects get touchy when I try and identify the Implications & Need-Payoffs or the 'GAP'.
My colleagues don't make these points explicit either, and rely on the prospect to piece the reasons our software will be useful together in their own mind.
I sell a search engine to recruiters in the UK to help them find candidates, however my prospects seem to not be sure of what improved candidate search (more, better, quicker) would have on their business, even though that's the core of recruiters do.
A typical example is "so we've agreed you aren't finding the best candidates in your database right now with your current search, and you'd like to improve that - what effect would finding better candidates have on your business?"
to which I'm met with blank stares, or worse, irritation.
anybody experienced a similar thing or have ideas to get around this?
34 comments