The scissors to your neighborโs obnoxious wind chimes.
Tell your limitations up front. Ex: 8 mile your product/service off the jump.ย
VEO
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Head of Sales
Recapping what you have heard.
Getting confirmation your understanding is correct.
'that reminds me of a project we did last year for another company in [same/similar] industry'. They had a similar challenge, 'repeat' and this is how they solved it. After implementing they achieved outcome ABC. (which is what your prospect would want)ย
Transparency works well indeed (@wackypacky) as long as your limitations are trivial or not deal-breaking; demonstrating specific past expertise works as well. Not sharing 20 logos.ย
Another one is to point out pitfalls in the buying process.ย 'dear client, I always think "what would I want to know as a buyer" and based on my experience I can tell you what I'd be looking out for: xyz'.
You better be good at xyz then or you play into your competitor's cards.ย
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