Many marketers and salespeople face a similar conundrum with respect to positioning a solution, wondering what exactly is the very best number of claims you should share with a potential prospect to maximize the impact of your story?
Recent research suggests the magic number is…you guessed it, three.
In a recent Forbes article, Your Competitor Isn’t Your Real Competition: Status Quo Is, author Amy Morin discusses how, contrary to what prospects say, they may not be as far along the buying decision path as they think.
You’re in a tough negotiation, and things are getting tense. Your heart races. Your palms start to sweat. You think you’re starting to “lose your cool.” Do some negotiators handle this kind of stress and tension better than others?