Will Barron
May 30, 2023
Will Barron May 30, 2023

Hey Kevin,

I think I’ve answered this prior to our recent move from salesman.org to salesman.com but the answer got lost. So I’ll answer again in case you didn’t see it.

You need to be asking questions that identify what has changed since the last time the buyer bought from you –


Then you can offer them a “new” offer to their new problem (even if it’s just a renewal because what they bought last time still covers these new issues). –