"Are we worth it....?"

It’s a question many customers ask themselves without saying it out loud.
It’s a conversation with themselves where they’re tossing priorities and trying to find the arguments to feel good about a decision they are about to make.

Imagine one of your customers.
They realize they have challenges in their sales performance.
Month after month, they’re missing their targets.
Something needs to happen, so they research the market, connect with several SaaS vendors that they believe could solve their problem.

After a couple of weeks of meetings, discovery calls, and demos, they create their shortlist. And your solution is on it.

The big question is – will they make a bet on your solution and pull the trigger to buy from you?
Have you been able to persuade them enough?

Too often, this is where things derail.
Every vendor they’ve seen seems the same.
Same functionality, same story, same empty promises, same…

Then the same conversation plays in the head of your prospect – but negatively: The internal debate whether they should spend money at all.

But what if you had been able to persuade them?
What if you had been able to challenge their perception and given them something precious to aspire to?

Triggering the question ‘Are we worth it…?’ in the minds of your ideal customers is where the magic happens.
Suddenly a defensive approach turns into desire.
The conversations open up.
Thoughts about ‘discount’ disappear like mist on a sunny day.
And the sales cycle speeds up.

Instead of you selling to them, the table turns, and they start buying from you.

So question to you:
What are you going to do differently in your next sales meeting with this high-potential prospect to make them secretly dream ‘Are we worth it….?’

About the author

Sales Pitch

Ton Dobbe is a former B2B software product marketer who's on a mission to save mission-driven SaaS CEOs from the stress of 'not enough' traction. He's the author of The Remarkable Effect, the host of the Tech-Entrepreneur on a Mission podcast, and writes a daily newsletter on the secrets to mastering predictable traction.