๐ Deals getting stuck? Read this.
A (sales) friend and I were talking the other dayโฆ
โMiles, I just donโt get it. Weโre running amazing POCs. They are proving huge ROI. And customers still arenโt buying.โ
My two cents?
Selling to employees is different than selling to business owners.
Employees donโt โbuyโ because of ROI for their company. They โbuyโ because of their personal reasons. Things like:
Chasing a new promotion
Getting a pay bump
Not getting fired
Being able to spend more time at home
Similarly, they โavoid buyingโโฆeven when the logic is clearโฆbecause of personal reasons, like:
They are focused on going to the gymโฆand donโt want to work late
They donโt want to rock the boat when nobody is asking them to
Their teenager is giving them a lot of trouble at homeโฆand they are tired
They are mad at their employer for passing them up, and have no interest in driving more ROI
Play the man (or woman). Every one of them has different dreams, fears, and priorities.
As sellers, itโs on us to know them. And to tie what we sell to helping our clients get what THEY want.