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I am a loyal AT&T customer. I have my whole family on a massive shared phone, text, and data plan (and I mean massive). I have Uverse for television, home phone, and Internet. And, being an early adopter, I have their new Digital Life program.

I have the very best home Internet package AT&T offers me, which is a very meager 18 mbps download and an abysmal 1.5 mbps upload speed. I have lived with these speeds for years, mostly without complaint. But more and more, the Internet speeds aren’t cutting it. Last year I started recording custom video for my clients to include in their learning management systems and video playbooks. I am also working on two new offerings of my own, both of which require a lot of video.

Have you ever uploaded large video files at 1.5 mbps? It’s awful. It takes forever. And when you are trying to deliver something in a timely manner, it’s challenging.

I am not mad at AT&T. I am keeping them for mobile, Uverse, and Digital Life. What they provide works well for me, and other than Internet, I am mostly happy. But when it comes to my Internet speeds, I am dissatisfied. Right now, I live too far away from their station to get anything better.

For the past few years, Time Warner has constantly pinged me to remind me that they offer something better. True, it’s not integrated into the rest of my technology. It also costs more.

Yesterday Time Warner showed up at my house to install Internet. I bought the best package they offer in my neighborhood, 50 mbps down and 5 mbps up.

There Is No Dissatisfaction . . . Until There Is

Your dream clients aren’t dissatisfied . . . until they are.

External changes and new needs can cause your prospects to become dissatisfied. You have no idea when they will reach threshold, so you have to continuously and relentlessly pursue them. If you aren’t known when your prospective client decides it’s time to change, you can’t be considered.

Sometimes what causes the dissatisfaction is someone else showing you that there is something better available to you. A vision of something better can push your dream client to start thinking about abandoning the status quo and seeking a different solution. You don’t have to wait for them to become unhappy enough to change; you can be the one to shape that new vision of what’s possible.

What are you doing to be known as a value creator before your prospective clients become dissatisfied?

What are you doing to provide your dream client with a vision of better results that they can’t presently see?

What are you doing to create new opportunities?

Sales 2015
Post by Anthony Iannarino on March 8, 2015

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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