From the course: How to Sell on Value, Not Price

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Removing obstacles

Removing obstacles

From the course: How to Sell on Value, Not Price

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Removing obstacles

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- Finally, a large part of the selling process that is often overlooked is the removal of obstacles, rather than just the presentation of benefits. Often we think that to sell effectively, we need to be showing value constantly, and nothing else. Showing this good thing and that advantage. But sometimes presenting those good things need to come alongside the removal of all other obstacles. Humans are very good at finding the path of least resistance. So if there's anything in the way of us moving forward, we're going to put a disproportionately high value on not undertaking that task. It's why we procrastinate, and it's why we don't do a lot of things that are good for us, but require effort, like going to the gym or saving money for our future. So that basic human mindset could work against us and our sales efforts if there's resistance on our prospect's path to buying. If your product requires complicated integration, if…

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