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Ness Labs: Make the most of your mind
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A Summary of

Why SaaS sales people should think like consultants

by
Sean Siddhu
Intercom
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Best Practice 1 - Understand Your Prospect's Business

  • Understand their business so that you can understand other uses for the product
  • Upcoming business needs will provide you with support that your product should be their long-term solution

Best Practice 2 - Don't Oversell

  • Suggestions shouldn't be one-size-fits-all but align to customer needs
  • Do not impose a higher-cost solution on a prospect if it does not fit their needs to build trust

Best Practice 3 - Use Product Weakness to Underscore Product Strength

  • Pointing out a product's weakness allows you to see if a customer is a good fit and builds trust with the customer
  • Be as eager to disqualify a prospect as you are to qualify Key Takeaway: aim for the value proposition of your product as it relates to your customer and the money will follow
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