How to avoid the "Nice to Have" trap and make a Must Have!!!

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 we are in this trap we are confused because they love the product and have see 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 than this is a Must listen to episode.

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

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