Curbing Wastrels

There’s a big difference between spending money, and wasting it.

How often do you discuss a prospect’s previous investments with a buyer?

Hopefully they’ll be able to trot out a long list of wonderful projects that helped make both a ton of cash and everyone’s lives easier.

But my experience is that this is not usually the case.

People most typically buy a ‘solution’ to solve a problem.  That very word has connotations of avoiding mishap and conjures images of fixing something broke.

So how about asking them what investments have not paid off as hoped?  A tricky subject for sure, but if you frame it in the context of wanting to not fall into a similar trap, or making the same mistake again by learning the lessons, you could be onto a winner.

It’s true that you could trigger negativity by slight association, but I feel that if you position your proposal to prevent the things that caused previous problems, you’ll be more likely on to a winner.

And no-one wants to be seen throwing money away again.

Subscribe to Salespodder

Don’t asdsad miss out on the latest issues. Sign up now to get access to the library of members-only issues.
jamie@example.com
Subscribe