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Avoid Salesy - Feel Good
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One non-salesy tip
Here's an underrated, underused and non-salesy way to clarify your sales & marketing message…
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Contrast does three things really well:
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1. It’s a simple way to get your prospect’s attention
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2. It helps your prospect understand more clearly
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3. It allows you to play to your strengths
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Here's three some examples:
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1. If you’re a small firm, you can contrast your personalized touch to the big, impersonal firms.
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It might sound like this: “Rather than standardized approaches that don't meet the unique needs of your situation, we enable you to customize the solution to your environment.”
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2. If your company (or product) is new, contrast your fresh approach to traditional approaches.
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It might sound like this: “Unlike traditional approaches, many of which take a long time to see results, we take a different approach that allows you to get quick wins, while building for sustainability.”
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3. If you’re a high end shop, contrast that to cheap knock offs that end up costing more in the long run.
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It might sound like this: “In contrast to some products that end up costing you more in the long run, this enables you to have uninterrupted service for less.”
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Why does contrast work so well?
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It hits the primal brain, allowing you to cut through the noise so your prospect can see you more clearly.
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- Gets attention
- Adds clarity for your prospect
- Let’s you play to your strengths
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One sales principle
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One 1-min vid
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One suggestion
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Get the book...
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PS - audiobook coming December, 2022
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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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