Pricing Table Topics: 3 of Spades – People Who Are Easier to Prospect (opens in new tab)

This one is the 3 of Spades from the Selling Value card deck. Of course, salespeople, marketing people, we have to do prospecting. The question becomes, who do we look for as prospects to move into our sales funnel? Well, now that we know that people really have to solve problems, that's the reason they buy our products. The question now is, do we think it's easier to sell to people who already know they have a problem, or to people that we have to convince they have a problem? You often see ...