Brief: When Customers Don't Care About Your Product
Customer conversations
What’s Inside
Having a great product is not enough. Customers are pressed for time and distracted by time-sensitive demands. Additionally, competitors are leveraging advancements in technology to offer similar products.
The solution: sales professionals need to articulate the value of the solution in a way that traces to the customer’s specific needs.
Here, we look at ways to do that by:
- Leveraging insights gained through questions
- Developing a value statement
- Using the “framing effect” to provide the context that puts value in relative terms
- Taking the time to understand the customer’s nuanced differentiators
Resources You Might Be Interested In
Brochure: Cracking the Code in Practice - Building Teams that Lead in the AI Era
Download information about how Richardson helps sellers lead the AI sales to guide buyers with the clarity, confidence, and momentum needed to move the sale forward.
Brochure Download
Cracking the Code: Selling AI When No One Knows How to Buy It
Learn why selling AI takes a different approach than traditional sales tactics and what you can do to find success in the AI sales era.
White Paper
White Paper: Is Selling Human Anymore?
In this white paper, we discuss how to reimagine seller excellence in an AI-powered world.
White Paper
Solutions You Might Be Interested In
![sales technology]()
Accelerate Sales Performance System
Learn More: Accelerate Sales Performance SystemBring clarity to the most critical skill gaps you need to address to move your business metrics with the NEW Accelerate Sales Performance System
![sales training delivery services]()
Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
![sales training content]()
Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioral science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
![sales consulting services]()
Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviors your team needs for sales success in your market and offer customized sales training, coaching and consulting.
