There are a lot of things that are off-putting about sales Sales tactics Manipulation Fake urgency Lies – white or otherwise The above is what the amateurs do. Here’s what professional sellers & consultants do – they navigate the middle path: Education & guide Lead & let go Listen & learn Provide safety & challenge […]
Stop overcomplicating your solution
A lot of sellers complicate their solution unnecessarily. If you’ve ever seen a seller drone on about minutia and details using jargon and industry speak, you’ve witnessed this (or have fallen into this trap yourself). Why does this happen? You know so much about your product and services You don’t have a clear solution path You’re […]
This changes everything…
The clearer you are on the problem you solve for your prospect, the better your prospect will: Hear you Understand you And trust you Stop confusing your prospects by talking about you, your company, or your product. Instead, spend 30 minutes thinking about the problem you help your customers overcome: I help my customers __________ […]
Overcoming awkward sales conversations
“I feel awkward starting a sales conversation.” Try this: Leave the “sales” part out. Here’s why… You have no idea if you can help someone’s situation anyway – they may not even want your help Instead, get curious and discover what matters to them. How? Introduce a common challenge that you see, but don’t assume […]
Remember your prospect doesn’t…
When presenting your solution (that you know like the back of your hand), remember your prospect doesn’t. Because of this, it’s easy to overwhelm them. Instead: Keep it simple, e.g., 1-2-3 Stick to their main problem Focus on their new abilities – not your solution De-risk change by showing a clear path to success Let […]