Avoid Salesy - Feel Good
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1 non-salesy tip
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Be careful your questions aren’t too blunt
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They can make you sound “salesy”
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Look at these very common questions:
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- “How are you managing this challenge?”
- “What’s the issue you’re with your system?”
- “What problems are top of mind these days?”
Actually, these questions can knock your buyer on their heels.
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They're accusatory - latent with judgment.
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Buyers don't like having challenges, issues, and problems. When you call them out, they might feel blame (or shame), and react negatively.
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Instead, be safe, but clear.
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- “Is this on your mind at all, or am I way out in left field?
- “Help me understand your situation.”
- “What’s happening with [x]?”
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1 sales principle
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Be someone who is safe to be around
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1 vid
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1 suggestion
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Whenever you're ready, there are two ways I can help you:
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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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