It’s rarely about the product itself, it’s about how we show up, the value we bring, and whether we connect the dots to their real business priorities.
Spoiler alert: throughout my career, I’ve heard them all, either directed at me or at my teams.
Things you don’t want to hear from a prospect
– “Don’t list your product features, I already read your brochure.”
– “You could have answered your own questions by reading our website.”
– “So, you do exactly what other providers do?”
– “This isn’t a priority for us at the moment.”
How to avoid hearing this
– Lead with insight, not features.
– Do your homework, prepare before the first interaction.
– Differentiate on value, not price.
– Tie your solution directly to what’s top-of-mind for them.
– Prospects don’t disconnect because they don’t need you, they disconnect because you haven’t made it matter.
Show up with relevance and real value, and you’ll move from vendor to potential partner.How do you make sure your conversations lead to connection, not rejection?
