There is so much noise out there, it’s hard to stand out to actually sell anyone anything. Yet, people need your services. They need help. To get their attention, keep these five things in mind. Problem: Focus on the problem solved for your audience (and not anything else) – and hit it from every angle […]
Pain or gain – which is more effective when selling
The great pain/gain debate is still alive. Here’s my take: I don’t care. While pain (confirmed by science typically wins), test it for your context. However, what’s desperately needed and shockingly missing is what the customer cares about. What does the customer care about. Solving their problem. Talking about the problem solved for them ALWAYS […]
The old price increase tactic
The sales rep tried the old price increase tactic…here’s what happened… I logged into a free trial. I tinkered around a bit. I liked what I was seeing. I told my wife that I think I found a solution that would help her with her educational activities. Then I got an email…from the founder (the […]
The Sales Conversation Was Going So Well – Until…
The sales conversation was going so well. The salesperson was able to get real pain on the table and understand root causes. Until everything fell apart… What happened? The salesperson skipped a critical step. The recap. The what now? The recap. Instead of taking a few minutes to summarize and recap what they heard, the […]
Sales Boils Down to Lots of Things – Not One
Be wary of the “one thing” comments on social media regarding sales. Boiling sales down to one point is unwise and minimizes the complexity and context of sales interactions. You’ve likely seen sales boiled down to: empathy consistency process mindset listening and so on These are all critical pieces of sales, but stack ranking, prioritizing, […]