Pricing Table Topics: 3 of Hearts – Prospect in a Pool of Buyers Who Have the Problem (opens in new tab)

This one is the 3 of Hearts from the Selling Value card deck. As you're doing your prospecting, you have to decide who you're going to reach out to for the prospecting. And since we know that buyers only buy products to solve problems that they have, what we should be thinking about is, well, where's the community or the marketplace of people that actually have this problem. So, if I were a moving company and I were trying to find companies that were trying to move, then there may be a way to...