“If you’re not passionate about your product, why should your prospect be.” Well… Actually, not quite. Passion is hailed as a “must have” in sales. Sales, after all, is the transfer of passion (many argue). They’ll follow this up with, “If you’re not passionate about your product, why should your prospect be.” Here’s the problem […]
Hot take: discovery may not be necessary
What!? Sacrilege! Not at all… Here’s the reality – your buyer may be way down the path of their buying journey. They don’t need more “discovery.” They need: More insight More clarity Direction Why? They need to make a decision and don’t want to screw it up (see the Jolt Effect and their incredible study […]
Avoid these common phrases
Avoid sounding salesy – change these common phrases: We can help you Our tools can I provide you Instead, try: You’ll be able to This provides you the ability to… These tools enable you to solve… The first are about you – yawnThe second casts vision for your prospect
How to not sound salesy when asking questions
How to not sound salesy when asking questions. If you feel like you’re pressuring your prospect, try asking more free choice questions They sound like this: Should we set up some time to chat, or not so much?” “Is it worth exploring some options, or should I get out of your hair?” “Does this address […]
Meet the new villain stealing your deals
Non-salesy selling is more critical than ever. Because sales has a new enemy number one – it’s not status quo. It’s indecision. Prospects are: Unclear on the value Overwhelmed with info Uncertain of the outcomes So, what do they say, “We need to think about.” What’s the close rate of “we need to think about […]