31
Hit my 3rd failed upsell in a row last week before I realized our demo was teaching features instead of solving problems
A client flat out told me they liked the product but didn't see how it helped their team save time on billing, and that's when it clicked that I'd been wasting the whole 30-min call showing off stuff nobody asked for, anyone else have to completely rethink their pitch after a brutal cold streak?
2 comments
Log in to join the discussion
Log In2 Comments
matthewh282d ago
Did you catch that old article from Gong about how prospects actually zone out after the first 2 minutes of a feature dump? I swear it's like they can smell when you're reading off slides instead of listening to what sucks about their billing process.
4
the_max2d ago
Is it really that deep though? I mean yeah, nobody likes a boring sales pitch but people zone out of lots of things after two minutes, that's just how attention works. Feels like some of these sales gurus blow things out of proportion just to sell their own training courses...
1