As we move along through the sales cycle of selling our services, we may lose sight of the things the buyer truly cares about.
The things that might trigger them to sign a contract with us.
During the past few weeks, I have had conversations with clients where I reminded them that if they could make the buyer look good, give them some time back, or save them money (preferably all three!), the buyer would be much more likely to buy.
Looking at it from the buyer’s point of view can help you position your services more effectively, and is what I cover in this short Morgan Moment video.