The Power of Problem Proposition in Sales

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Actionable Takeaways

• No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem.
• Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory.
• One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away).
• Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.