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Podcast: Ask the Right Questions, The Sales and RevOps Podcast
Episode: How to Quantify Your Prospect's Problem
Description: Quantifying a problem - figuring out what your product or service is worth to your client is a significant part of knowing if you'll get the contract. Sometimes it's trickier than others, but ultimately everything had a value. You might not always be able to attach a dollar amount up-front to every problem, but you can work with the person in front of you to understand the impact of their current situation.
Do you sell graphic design services? What's the impact of bad design?
Do you sell accounting services? What's the impact of lousy bookkeeping?
Do you sell...