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Avoid Salesy - Feel Good
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1 non-salesy tip
Get your sales message clear with this simple framework
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Lots of sellers struggle with clarity of message. Perhaps they stumble over their words. Or, they know so much they have a hard time stating it simply.
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Either way, the prospect is confused and/or your value is diminished.
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Below is a simple principle and a framework you can use to get clear on your message every time with any one.
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The principle is: start with the problem
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That is, you want to highlight the villain that's driving your prospect nuts.
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In other words, it's not about
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- You
- Your product
- Your company
It's about your prospect's problem.
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Clarity starts at the problem.
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Below is a simple 3-part framework that will help you get clear on the problem you solve for your prospect.
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When you do this, they're much more likely to:
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- See you
- Hear you
- Understand you
1. Audience: I help _____________ (CEOs, exec teams, sales leaders, business owners, consultants) - pick one
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2. Problem solved word: ____________ (overcome, breakthrough, stop, avoid, reduce, clarify, simplify, eliminate) - pick one
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3. Situation, context, scenario: ______________ (stalled growth, barriers, fees...etc) - your context will dictate what goes here
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Here's an example from a tax firm:
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1. I help small business owners
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3. paying more in taxes than they have to
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3. their value so they can sell more
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- This is not about celebrating what you do
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- It's about getting clear on the problem you solve for your prospect
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Also, it's tempting to use words such as, I help you "grow," "increase," or "flourish." However, these do not call out a problem solved. It's not to say they can't be part of the larger narrative, but they do not help your prospect to see as clearly.
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If you identify the villain you help your prospect vanquish, clarity is instantaneous.
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Create your own with the APS Framework:
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- Audience: _________________
- Problem solved word: ________________
- Situation, context, scenario: _______________
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PS - you can and should have more than one message depending on who you're talking to
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1 sales principle
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1 vid
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1 suggestion
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Get the book...
- Christmas shopping is hard
- Look both thoughtful and smart
- Send them a copy of my book below
- And tell them that you know the author...
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Simple Step to Help Prospects Trust You & Feel Heard
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Insert a recap into your sales convos - too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood - short video...
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Does your prospect "feel" heard?
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Simple step to ensure your prospect feels heard: Insert a recap into your sales convos Ever chat with a boss, a friend, or peer—and they suddenly go, "Got it," and then zone out while you're still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they've totally understood the prospect's needs and starts daydreaming about …
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This cold email ask gets sales convos started...
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Bad: Can I grab 15-mins on your cal? Better: Open to a convo…? Worth a chat? Pure gold: Is it worth a short email exchange to see if a convo even makes sense?
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What's going on with your buyer?
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I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
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