Flyn Penoyer
May 24, 2023
Flyn Penoyer May 24, 2023

My first hunch here is that the seller didn’t do his/her job.

One of the most important things you must know is what your prospect is currently doing for the problem you solve.

This is a must, as everyone is already going to be doing something.

If the seller had properly addressed this they would know how they compete and in what area the prospect was experiencing issues with the current solution — that is the path forward.

And I think Jeff G is right, they don’t understand the impact of their pain as the seller never covered it – at least from what I read here.