You probably know the key reasons why your offering is a great investment for your customers.
But why would customers not want your offering?
Well you might know your talking points about why it makes perfect sense for your customers to go with you, it’s important to look for the counterpoints.
Why might your customers choose to go with the competition and why might they be right to do so?
Take the perspective of your customers and look for the counterpoints and do so not from the position of wanting to counter them, but from a position of curiosity and wanting to understand their point of view.
In doing so, not only will you better understand your customers, but you’ll gain a deeper understanding of how you can better earn their trust and serve them.
