How do you know that you add value to your clients over time and what can you do if your sales cycle gets longer and more difficult? Why it’s important to look deeper beyond the usual “I don’t have the time and money now” excuses, to really understand why customers don’t buy? Finally, should you worry about competitors?

Tom and Yana give their views and opinions on these questions, and you don’t want to miss the answer. So plugin, sit back, and be sure to share your comments.

Today’s Episode:

• [00:46] What’s up, everyone!
• [01:11] Tom equates startups and value adds to Mario Kart.
• [02:17] He talks about examples of new angles.
• [03:01] What would be the signs that you should pay attention to that your clients might think something is off?
• [04:21] Are your clients fragmented? Is it hard to read the room?
• [05:14] Yana says she can see the value of talking to the clients that don’t buy from you. She tells a story.
• [07:43] What do you need to offer them to keep most of your clients happy?
• [09:10] Tom wants to know if any startups have tried what they are talking about.
• [10:36] When do you pivot in your product or sales environment?
• [12:02] Find your niches and see if it is easier to get introductions.
• [13:48] Tom discusses wealth management.
• [15:59] Why would sales negotiations fail? What would be the right strategy?
• [17:30] People always make excuses, why not to buy your product.
• [18:55] How do you uncover the real reason people are saying no?
• [20:00] Tom likes it when time is the problem because you can change their mindset.
• [21:49] You must overcome perceptions, or the client will never buy what you are selling.
• [23:56] How do you go about reinventing what you have to offer?
• [25:47] In the U.S, it is acceptable to sit down with your direct competitors, not so much in Europe.
• [28:39] Thank you for tuning in!

Show links:

• How to get in touch with us, if you’d like to tell your startup story: Yana on Instagram, Tom on LinkedIn