📈 Deals getting stuck? Read this.

A (sales) friend and I were talking the other day…

“Miles, I just don’t get it. We’re running amazing POCs. They are proving huge ROI. And customers still aren’t buying.”

My two cents?

Selling to employees is different than selling to business owners.

Employees don’t “buy” because of ROI for their company. They “buy” 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 “avoid buying”…even when the logic is clear…because of personal reasons, like:

• They are focused on going to the gym…and don’t want to work late

• They don’t want to rock the boat when nobody is asking them to

• Their teenager is giving them a lot of trouble at home…and 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, it’s on us to know them. And to tie what we sell to helping our clients get what THEY want.