Their job
Customers have complicated problems and there’s plenty of complexity in what you do to help.
You wrassle products and services and processes and systems and people into…
It isn’t the buyer’s job to make your life easier. It’s their job to decide: what they want, how much they’ll pay, where and when and who.
When they’re looking for help, it’s your job to make their life easier, with a proposition that hits the spot, and their decision easier, with your compelling marketing and selling skills.
Often times – they like the what, the where, the when and the who … it’s just the sticker-price that causes an issue.
Then what?
Roll over, stick hard, negotiate, underline the value, let them think, show them another angle, focus on the objective, cry, shout, laugh, bluff, play the game, split the difference?
Beeeeeeeeeeeeeeep.
No easy answers. No perfect play-book.
Talk it out, do what you can to connect across the gap, then let them decide.
Skippy strategy: Make it as easy for them as you can, and no more.
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Category:
Decisions
Sometimes if feels like you’ve done everything before, that the only things that’s changing is the date. That you’d like to get to the next stage…