Positioning with April Dunford

Crafting a Persuasive Sales Pitch (Part 2)

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Jul 20, 2023
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ADVICE

Go Beyond the Demo

  • Don't just demo the product; contextualize it for the customer's needs.
  • Explain the value proposition and how your product solves their problems.
INSIGHT

Product Walkthroughs Burden Customers

  • Product walkthroughs burden customers with figuring out importance and value.
  • Customers must translate features to value, which can be difficult.
ADVICE

Strategic Discovery

  • Use discovery to understand customer needs, but don't solely rely on their input.
  • Guide the conversation to highlight your product's strengths.
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