{"id":3391,"date":"2020-11-15T04:30:36","date_gmt":"2020-11-15T10:30:36","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=3391"},"modified":"2020-11-12T22:41:18","modified_gmt":"2020-11-13T04:41:18","slug":"sales-tip-666-product-limits-and-workarounds-anthony-coundouris","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/","title":{"rendered":"Sales Tip 666: Product Limits and Workarounds – Anthony Coundouris"},"content":{"rendered":"

\"\"“Limits improve a customer’s expectation of what a product or service does and doesn\u2019t do.” – Anthony Coundouris in today’s Tip 666<\/p>\n

Do you naming limits?<\/strong><\/p>\n

Join the conversation below<\/a> and check out the links!<\/p>\n

4Qs Framework<\/a>
\nrun_frictionless Website<\/a>
\nrun_frictionless: How to free a founder from a sales<\/a>
\nAnthony Coundouris on LinkedIn<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Anthony Coundouris. Anthony has a decade of experience consulting with technology and SAAS startups. He specializes in designing automated sales and marketing systems and is the author of the book run_frictionless. Here he is:<\/p>\n

Anthony Coundouris: Thanks, Scott, for having me on the show. In today\u2019s Daily Sales Tip, I\u2019d like to teach why it is beneficial to name limits.<\/p>\n

If you guessed I\u2019m an Australian, you guessed right. Fun fact about Australians. 80% of us live on the east coast with the remaining 10% on the west coast. I’m an east coast fella.<\/p>\n

Here\u2019s the definition of naming limits<\/strong><\/p>\n

When you are creating a sales process, a customer learns as much from the list of functions as they do from the list of limits. Limits improve a customer’s expectation of what a product or service does and doesn\u2019t do. The boundaries of expectations are defined by both.<\/p>\n

Here\u2019s why you want to start naming limits<\/strong><\/p>\n

Have you ever visited a restaurant, been seated, had your order taken, dined on some tasty food, and then been told your credit card is not accepted when trying to pay the bill? If you had this experience, it is likely the restaurant didn’t make limits known in the early game.<\/p>\n

When salespeople disguise a limit in the early game and reveal the limit in the endgame, they destroy any trust built with the customer. Think of the early, middle, and endgame as three stages of your sales process.<\/p>\n

I consult to many SaaS companies serving business customers. A common problem they have is when a customer buys their software, the customer experiences a long on-boarding process.<\/p>\n

Let\u2019s address this friction-point by telling the customer automated onboarding is not available today. However, you have three work-arounds.<\/p>\n

Work-around one. Use Excel to perform a few tasks manually. While your application can shoulder the majority of the workload, a this-party desktop application handles 5% of operations.<\/p>\n

Work-around two. Sign up to a partner application via an API. Rather than your organization shouldering the burden of every feature request, you draw on third party applications with a cloud-ecosystem.\u00a0<<\/p>\n

Work-around three. You offer to handle onboarding manually for your customer, free. You free the customer of the friction by setting up an offshore team who handle repetitive, manually-intensive tasks.<\/p>\n

In all three examples we name limits and work-arounds. Every organization has product limits. Even Google with a market cap of US$1BN name product limits. The difference is whether you choose to name limits in the early game or bury them.<\/p>\n

Let\u2019s sum up<\/strong><\/p>\n

If you followed my advice and named limits in the early game, you made a good call. Here\u2019s why.<\/strong><\/p>\n

\n

Firstly, you instilled confidence in your prospect. Prospects respected your honesty because you fearlessly tabled the limit and confidently sold in several work-arounds.<\/span><\/p>\n

Secondly, you made more money. While your competitors wasted time disguising limits and adding friction to the endgame, you tabled limits in the early game, and created a frictionless transaction in the endgame.<\/strong><\/p>\n

Lastly, you opened the door for your salespeople to upsell. Because you chose to name limits, upselling was frictionless for the salespeople and the customer. They both had expectations an upgrade would occur sometime in the future.<\/p>\n

Scott Ingram: For more about Anthony and run_frictionless<\/a>,\u00a0 we’ll have links for you at DailySales.Tips\/666<\/a>. Even if you have to say the devil made you do it, be sure to click over there and check out Anthony’s stuff right now.<\/p>\n

Then be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

“Limits improve a customer’s expectation of what a product or service does and doesn\u2019t do.” – Anthony Coundouris in today’s Tip 666 Do you naming limits? Join the conversation below and check out the links! 4Qs Framework run_frictionless Website run_frictionless: How to free a founder from a sales Anthony Coundouris on LinkedIn Have feedback? Want…<\/p>\n","protected":false},"author":2,"featured_media":3616,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-3391","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"\nSales Tip 666: Product Limits and Workarounds - Anthony Coundouris - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 666: Product Limits and Workarounds - Anthony Coundouris - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“Limits improve a customer’s expectation of what a product or service does and doesn\u2019t do.” – Anthony Coundouris in today’s Tip 666 Do you naming limits? Join the conversation below and check out the links! 4Qs Framework run_frictionless Website run_frictionless: How to free a founder from a sales Anthony Coundouris on LinkedIn Have feedback? Want...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/\" \/>\n<meta property=\"og:site_name\" content=\"Daily Sales Tips\" \/>\n<meta property=\"article:published_time\" content=\"2020-11-15T10:30:36+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/08\/Anthony-Coundouris-headshot.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"500\" \/>\n\t<meta property=\"og:image:height\" content=\"500\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Scott Ingram\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ScottIngram\" \/>\n<meta name=\"twitter:site\" content=\"@DailySales_Tips\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Scott Ingram\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/\"},\"author\":{\"name\":\"Scott Ingram\",\"@id\":\"https:\\\/\\\/top1.fm\\\/#scott-ingram\"},\"headline\":\"Sales Tip 666: Product Limits and Workarounds – Anthony Coundouris\",\"datePublished\":\"2020-11-15T10:30:36+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/\"},\"wordCount\":719,\"commentCount\":0,\"image\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2020\\\/08\\\/Anthony-Coundouris-headshot.jpg\",\"articleSection\":[\"Daily Sales Tips\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/\",\"name\":\"Sales Tip 666: Product Limits and Workarounds - Anthony Coundouris - Daily Sales Tips\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2020\\\/08\\\/Anthony-Coundouris-headshot.jpg\",\"datePublished\":\"2020-11-15T10:30:36+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/#scott-ingram\"},\"breadcrumb\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#primaryimage\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2020\\\/08\\\/Anthony-Coundouris-headshot.jpg\",\"contentUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2020\\\/08\\\/Anthony-Coundouris-headshot.jpg\",\"width\":500,\"height\":500},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Tip 666: Product Limits and Workarounds – Anthony Coundouris\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#website\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/\",\"name\":\"Daily Sales Tips\",\"description\":\"A Daily Podcast and Blog for B2B Sales Professionals\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/top1.fm\\\/#scott-ingram\",\"name\":\"Scott Ingram\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"caption\":\"Scott Ingram\"},\"sameAs\":[\"https:\\\/\\\/top1.fm\",\"https:\\\/\\\/x.com\\\/ScottIngram\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Tip 666: Product Limits and Workarounds - Anthony Coundouris - Daily Sales Tips","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/","og_locale":"en_US","og_type":"article","og_title":"Sales Tip 666: Product Limits and Workarounds - Anthony Coundouris - Daily Sales Tips","og_description":"“Limits improve a customer’s expectation of what a product or service does and doesn\u2019t do.” – Anthony Coundouris in today’s Tip 666 Do you naming limits? Join the conversation below and check out the links! 4Qs Framework run_frictionless Website run_frictionless: How to free a founder from a sales Anthony Coundouris on LinkedIn Have feedback? Want...","og_url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/","og_site_name":"Daily Sales Tips","article_published_time":"2020-11-15T10:30:36+00:00","og_image":[{"width":500,"height":500,"url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/08\/Anthony-Coundouris-headshot.jpg","type":"image\/jpeg"}],"author":"Scott Ingram","twitter_card":"summary_large_image","twitter_creator":"@ScottIngram","twitter_site":"@DailySales_Tips","twitter_misc":{"Written by":"Scott Ingram","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#article","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/"},"author":{"name":"Scott Ingram","@id":"https:\/\/top1.fm\/#scott-ingram"},"headline":"Sales Tip 666: Product Limits and Workarounds – Anthony Coundouris","datePublished":"2020-11-15T10:30:36+00:00","mainEntityOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/"},"wordCount":719,"commentCount":0,"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#primaryimage"},"thumbnailUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/08\/Anthony-Coundouris-headshot.jpg","articleSection":["Daily Sales Tips"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/","url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/","name":"Sales Tip 666: Product Limits and Workarounds - Anthony Coundouris - Daily Sales Tips","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#website"},"primaryImageOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#primaryimage"},"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#primaryimage"},"thumbnailUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/08\/Anthony-Coundouris-headshot.jpg","datePublished":"2020-11-15T10:30:36+00:00","author":{"@id":"https:\/\/top1.fm\/#scott-ingram"},"breadcrumb":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#primaryimage","url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/08\/Anthony-Coundouris-headshot.jpg","contentUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/08\/Anthony-Coundouris-headshot.jpg","width":500,"height":500},{"@type":"BreadcrumbList","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-666-product-limits-and-workarounds-anthony-coundouris\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/top1.fm\/DailySalesTips\/"},{"@type":"ListItem","position":2,"name":"Sales Tip 666: Product Limits and Workarounds – Anthony Coundouris"}]},{"@type":"WebSite","@id":"https:\/\/top1.fm\/DailySalesTips\/#website","url":"https:\/\/top1.fm\/DailySalesTips\/","name":"Daily Sales Tips","description":"A Daily Podcast and Blog for B2B Sales Professionals","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/top1.fm\/#scott-ingram","name":"Scott Ingram","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","caption":"Scott Ingram"},"sameAs":["https:\/\/top1.fm","https:\/\/x.com\/ScottIngram"]}]}},"_links":{"self":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/3391","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/comments?post=3391"}],"version-history":[{"count":0,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/3391\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media\/3616"}],"wp:attachment":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media?parent=3391"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/categories?post=3391"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/tags?post=3391"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}