When presenting a solution to your prospect it’s tempting to say: We can do this for you We provide 24/7 service We’re the number one vender But… It’s better to say: This enables you to… You’re able to rest easy with 24/7 service… You’ll have confidence knowing things are working as they should The former […]
Get your AIM right
In sales you need to know your aim, cold. Here’s the acronym AIM I created to help. Audience – know your audience and their needs. What do they care about? Intent – focus on the purpose (the intent) of your activities more than a desired result – if you’re out to “get something” that will […]
Preparation
I have a photo of my daughter before a skating competition. She’s standing tall, piercing stare, slight smile – all with a lollipop in her mouth. She exudes confidence. How did she do it. Preparation. She spent months working on her routine. She spent hours with her coach. She iterated, cut, and refined. She has […]
Give me 2 seconds
Salespeople love to talk. They’ll often run on and on without taking a breath. It’s annoying. There’s an underlying belief in sales that if the prospect is letting you talk, they must be interested (at least to some degree). The reality is much simpler. You have not created the space or the environment for a […]
Selling On LinkedIn
LinkedIn is no joke if you want to sell. Done right, and without a ton of effort, it will drive leads. But most don’t go about it the right way. Here’s the top 10 mistakes I see on LI if you’re in sales: Going straight for the sale in ALL your posts Connect & pitch […]