Skeptic

Likes

Proof, data, guarantees, logic

Dislikes

Hype, emotional only, no evidence

Recommended sales approaches

• The Best-of-Breed We do one thing best; integrate with rest.
• The Challenge Run a challenge (e.g. 5-day); sell solution.
• The Common Ground Find shared interest or experience.
• The Demo Day Live or recorded demo.
• The Feature-Benefit Every feature tied to a benefit for them.
• The Human Real human, not bot.
• The Innovative We're the innovative choice.
• The Learning System learns and improves.
• The Lease Lease instead of buy; lower commitment.
• The Lifecycle Different offer per lifecycle stage.
• The Loss Aversion Frame around what they lose by not acting.
• The Mastermind Put them in a group of peers.
• The Objection Map Prepared answers for common objections.
• The PAS Problem-Agitate-Solve structure.
• The Standard This is the standard; everyone uses it.
• The Storytelling Tell a relatable story that leads to your product as the solution.
• The Success Path Show path to success with your product.
• The VIP Treat them as VIP; special treatment.
• The Value Position as best value for money.