How to avoid the "Nice to Have" trap

When selling a new product into a new market, clients naturally view your product as Nice to Have since they have been able to live without it until now. This "Nice to have" trap is hard to avoid because our champion "gets it" but does not know how to get the deal done from a political/administrative point of view. What is even more troubling is that they think they do know how.

Once in this trap, we are confused because they love the product and have seen the potential and are just as frustrated as we are. On today's Brutal Truth podcast, we cover this topic in detail and how to work around the "Nice to have" trap and make the product viewed as a "Must have" so that it is purchased and not just evaluated.

If you are curious about how to do this or just want to quit wasting your time with deals that look great but never close, this is a Must listen to the episode.

You can hear the interview on?iTunes?or?Stitcher?and watch it on?YouTube.

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