The Power of Tiered Pricing in Attracting Different Lead Segments

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Challenge questions expose areas that the buyer perceives can be better or different than what they have today.

However, if you agree with my premise that salespeople are more well-versed in solution options than buyers, there is a missing question-type in these prospect meetings.

Positioning questions expose area gambling data malaysia that a buyer does not perceive could be better or different.

Buyers look at the product or service they have and accept performance as “industry standard.”

What if you possess differentiators that can disrupt their status quo perception?
For example, what if you have the differentiated ability to improve speed/quality or reduce costs to create a superior solution than what a buyer has today?

Challenge questions will not bring that conversation to the forefront because the buyers don’t know it could be better or different.

Lecturing them on the differentiation, without first gaining interest in having the conversation, fails to engage them.