Sales trainer Kendra Lee recently posted this tip, and while short, it really gets you thinking. She shares what customers care about - do you agree? What is your experience? Share in the comments!
"There are only 4 things your customers care about right now," says Kendra Lee.
1. Cost containment or reduction
2. Improved productivity
3. New or increased revenue opportunities
4. An initiative they've identified
You must be able to appeal to one of these to grab their attention and secure an appointment. Consider how your solution can do that, and use that idea in your value proposition.
Kendra Lee is a Prospect Attraction Specialist and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment.
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