When your people are selling a meeting or a proof of concept or demo, or product or subscription etc.

 

What message do they sell?

 

Do they sell the ' how it works?

 

OR

 

Do they sell the ‘why you should care’?

 

In other words, do your sales people sell the product or the possibility that the product represents?

 

There is no shortage of sales people who want to talk product but there is a shortage of salespeople who can talk possibility - particularly to the C-Suite.

 

These are the salespeople who can sell based on  value and connect it to the prospect’s vision.

 

Improving UX 

reducing churn

generating ROMI

Increasing EDITDA

 

None of the above is product-language.

 

It’s possibility language.

 

And it’s the stuff that your reps might want to get comfortable discussing with senior prospects who make buying decisions.

 

Check out this week’s episode to learn why this really matters!