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Avoid Salesy - Feel Good
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One non-salesy tip
Here's how to kick off a great sales convo...
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Many sales convos are doomed from the outset. Expectations aren't clear. People are confused. Prospects don't feel safe. Sellers feel awkward. Then they're ghosted...
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This isn't fun for anyone!
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It's called a Verbal Agenda
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A Verbal Agenda sets expectations, and creates a safe space for a great discovery conversation...
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- Time check
- Time is the most basic expectation you can set. It's also a reminder of the commitment made between two parties.
- Permission to learn
- Asking permission to learn is a sign of respect. It creates safety, focuses on the prospect, and helps build trust
- Unique approach & no
- You have to be different (better isn’t enough). This generates interest and safety. You'll see an example below.
- Next step, confirm
- Avoid getting ghosted by building in next step on front end, and confirm the agenda with your prospect.
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Here's an example of what it might sound like:
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__________________________________________________________________________
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Time check: I appreciate you carving out some time to chat. I have have 30 minutes booked on my calendar. Does that still work for you?
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Permission to learn: To ensure I understand what's important to you and your situation, I’d like to ask you some questions. Would that be ok?
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Unique approach & no: Obviously I’m a fan of our unique approach, but it may not be for you. If at any point you feel like we’re not a good fit, please feel free to stop me - is that fair?
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Next step, confirm: Lastly, provided what we talk about today feels good to you, could we use the last 10 minutes to explore a next step? Does that sound like a good use of our time today - and what would you add?
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__________________________________________________________________________
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The above creates safety for your prospect
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It gently guides the path forward
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It puts prospects at ease
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One sales principle
If you want to avoid salesly - sell with a sword.
- Empower your hero with a sword
- Help them slay their dragons
- Give them confidence
- Show them success
- Then knight them
This is selling
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One 1-min vid
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One suggestion
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Want to keep going?
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I'm moving my newsletter to make it easier to deliver great content to you - short video below. In short: re-sign up here - you won't miss a beat
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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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