Questions and Answers
What is the third pillar of indecision that a customer could have?
Outcome uncertainty
How can fear be reduced in dealing with outcome uncertainty?
By changing the customer's mindset
What is the proposed solution for dealing with the cash cow department's resistance to adoption?
Implementing the product for the rest of the company first
What is the problem with using discounts to address customer concerns?
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What is the milestone that needs to be met before billing for professional services in the proposed solution?
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What is the main goal when dealing with outcome uncertainty?
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What is the danger of ignoring a customer's risk concerns?
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Study Notes
- Outcome uncertainty is a common customer indecision.
- Reducing fear by taking risk off the table is a solution.
- Altering recommendations based on real risk is important.
- Example scenario of perceived vs actual risk.
- Carving out groups can reduce risk.
- Providing professional service contract with Milestones can help.
- Avoiding discounts to maintain true value perception.
- Minimizing risk helps reduce buyer's fear of messing up.
- Understanding buyer's mindset is crucial.
- Success comes from reducing buyer's fear.
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