On the phone
What you hear on the first call
Write the objections down before you dial. Stay curious. Never trash the other option. Sell what is actually different.
Write the objections down before you dial. Stay curious.
One sentence on the problem you attach to. Not a bio.
Good. What happens after the data leaves that system?
Happy to. What would make this worth a look this week?
Most did not, until they saw the cost of the old way. Curiosity, not a pitch.
What is? What would have to change on the process for this to matter?
How are you using them. What do you like. What is still hard.
Why six. What would have to be true for it to be now.
They ask about the other option. Do not eat their lunch. Sell what is actually different.
Some people there do good work. We have different ideas about the work.
Problem-first. Inspectable process. Character, then tools. Not a product tour.
Fast and good. Not the lowest price. Proof the founder can run on Monday.
Never trash the other option.