B2B Sales: Assignment from Seth Godin’s Freelancer Course

Lecture 24: Exercise 

Question: What is your client afraid their boss will think if they say yes?

They are afraid that their boss will think that this money perhaps can best be spent elsewhere. Could they have gotten a better deal? Are they getting the most out of their money? Did they go with the person/company who is most qualified? They are afraid their boss might doubt the end results, which will reflect on the client directly.

Question: What would your client tell their boss to explain why they bought from you?

This person has an diverse background. She speaks with ease about the tasks that need to be completed, which makes me feel secure that she has a lot of experience in this area.

Question: What would you like them to tell their boss?

The above + She is personable, upright and is in alliance with us to help see us through to success. She recounts examples of cases where others needed the same type of support that we do and it sounds as though she delivered, maybe even over-delivered.  I also feel confident that she doesn’t need to be micro-managed; once it’s in her hands, we can trust that we don’t have to think about it again until the job is completed.