What do you do

“What do you do?”

It’s a question you need to be prepared to answer in any situation.

Many sellers will answer with a response like:

“We're an out of the box software that helps HR teams streamline global payroll and employee benefits”

The problem?

It lists generic features and functions. No one cares about the technicalities of your product.

They only care about how it can help them.

So tell a story of a customer with a similar problem.

"Steve, you mentioned your sellers struggle with low close rates on inbound leads.

That's the same problem I heard from a CRO at a software company selling to universities 2 years ago. Since then we've done weekly coaching with their sellers, listening to their discovery and demo calls.

They've not only increased close rates but also had a record year in 2024."

Humans love stories and hate jargon!

Cheers,

Michael Hanson

CEO GrowthGenie