Here’s another snippet taken from one of our training sessions at the TSE Hustlers League. This week I focused on the idea of creating unconsidered needs and how you find those things. This all boils down to the concept of adding value. It means providing information your prospects don’t know that are needs which they probably don’t recognize they have.
Best ways to find unconsidered needs and use them to your advantage:
- Looking at the problems you have solved.
Look at the clients who came on board and some of the unique things or underappreciated things that they saw from using your product or service.
Is there something the prospects have not recognized or are overlooking that you have seen multiple times?
- Think about your business and write down the last five deals you closed.
Look at simple things your prospects are doing now, things you’ve learned in the process, or underappreciated things the prospect mentioned to you. Then position yourself as a person that brings uniqueness to the table.
- Don’t share an unconsidered need that you don’t have a solution to.
It’s worse if you have an unconsidered need and you don’t have a solution for it. You can’t just provide facts and not be helpful to your prospects. Share that unconsidered information first in your pitch, not later.
- Add a story.
Tell a story that has a similar challenge as your prospects that they can relate to. There’s a powerful emphasis when you can add story.
Your goal is to help them break the status quo and provide them with information that they don’t know can benefit them.
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