How do you sell someone who isn’t looking to buy?
I’m at Wrigley Field.
I’m not thinking about buying peanuts.
Until a salesperson selling peanuts says this:
“They sell pee wee 5oz peanuts inside for $6. I’ve got humongous 10z peanuts for $3 on the outside.”
“You will get financially violated on the inside.”
The peanut salesperson didn’t ask me about a peanut problem. He made me aware of a peanut problem.
In other words, he poked the bear.
Illuminating problems prospects might not be aware is a sales superpower.
What does it cost your prospect if they buy peanuts on the inside?