Looking at Your Dream Client Through a Glass Darkly

Posted by iannarino under Sales
From http://thesalesblog.com 5285 days ago

We often come to our clients carrying a bias towards our existing solutions that prevent us from getting a full and complete view of the outcome they need. A better way to diagnose your dream client’s organization is to remove the filters your solutions create and view their needed outcomes from their side of the table, using their outcomes as the filter through which to view our solutions.

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Comments

Written by amabaie
5285 days ago

It would be great if we could filter out our own biases. But there is a reason we are biased towards existing solutions. We are set up mentally, process-wise, in terms of skills, etc. Zero learning curve. Give me a $100,000 client and I will remove my filters. I'll wash them in javel water and run them through a blender. But most clients want to squeeze out the lowest price and retooling both mentally and physically is not something they are always willing to pay for. My take: I'll take that $100,000 and retool my thinking. :-)

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