wackypacky
WR Officer
1
The scissors to your neighborโ€™s obnoxious wind chimes.
Tell your limitations up front. Ex: 8 mile your product/service off the jump.ย 
VEO
0
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 
CuriousFox
WR Officer
0
๐ŸฆŠ
Do what you say you will.ย 
4

Best way to shorten your sales cycle

Advice
7
8

Best method for vetting competitors far in the sales cycle?

Advice
9
4

Resellers & Early Stage Start ups

Question
8