THE PROVES LESSONS
One short lesson. One practical action.
Nugget #1 | Value
The value your buyer
actually cares about.
Understand what your buyer wants to leave behind, and the outcome
they want enough to move towards.
YOUR MISSION, should you choose to accept it:
Pick a live deal. Take the stakeholder who’ll make or break it, and write down the value (Remember Identity Value is the most influencial) they get if they go with you. In their words, not yours. Can’t fill it in? You just found your most important conversation this week.
“For this person, the value is…”
Want to share these nuggets with one of your team members?