Graduate Student

Likes

Deals, flexibility, long-term value

Dislikes

Full price, no flexibility

Recommended sales approaches

• The Acknowledgment Acknowledge their concern, then reframe.
• The Add-On After the first yes, add complementary items.
• The Assessment Free assessment that reveals need.
• The Complete Solution Complete solution for the problem.
• The Consultative Ask discovery questions first; position your solution as the answer to their stated needs.
• The Ecosystem Part of a larger ecosystem.
• The Game Changer This changes everything.
• The Human Touch Personal note in automated flow.
• The Involving Get them to touch or use the product.
• The Must-Have Everyone needs this.
• The Objection Map Prepared answers for common objections.
• The Retarget Retarget with message based on behavior.