It’s not you…it’s sales. If sales is not your thing, if it doesn’t sit right with you – its not you. It’s the pervasive sales tactics, white lies, and manipulation that continue to erode a profession that is meant to help people. Life’s too short for this nonsense. Instead, get clear on these four things: […]
I don’t want to sound salesy
“I don’t want to sound salesy.” I don’t blame you… Try this: What problem do you solve for your prospect? Why is it important to solve this problem? Do you have a clear path to guide them in order to solve this problem? Are you allowing your prospect free-choice? The answers to these questions should […]
Try this method to get clear on your message
To get clear on your sales & marketing message: Don’t talk about your product or service Don’t talk about you or your company Don’t talk about social proof Instead – talk about the problem you solve for your customers. How? Try this three-step exercise. ONE: List the things you do to help your customer: Avoid […]
I don’t know how to get a sales conversation started
“I don’t know how to start the conversation with a new prospect…” Okay. No problem. What are you saying? “I tell them about my solution, but it feels awkward – like I’m pressuring them.” I see. Are you open to a different approach? “Yes, please!” What problem do you solve for your customers? “What do […]
A Sales Email Framework
For a master class on writing emails, check out chapter three in Dale Carnegie’s book How To Win Friends & Influence People. Written before email – and computers. In the meantime, here’s a simple framework to write a great sales email. The formula is simple. It has four parts: Them: Focus on your prospect & […]