>>Products fill a known need, solving a problem shared by many organizations. They don't claim that they can help everyone with all problems... but they do solve a specific problem, and if you have that problem, products are good things.
The point is that customers care about solving problems. They don't care about whether they are buying Product A or Product B to solve that problem. That's why you need to keep the conversation focused on the customer, their problems and potential solutions, and not the product.
The point is that customers care about solving problems. They don't care about whether they are buying Product A or Product B to solve that problem. That's why you need to keep the conversation focused on the customer, their problems and potential solutions, and not the product.