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Avoid Salesy - Feel Good
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1 non-salesy tip
How to get a prospect talking...
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Give them the conversation.
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Use this tool I call The Simple Opener
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I’m not sure this is your experience, but when I talk with other [insert title], they tell me that...
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- problem 1
- problem 2
- problem 3
Is any of this on your mind, or am I off base?
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- Focus is on them
- There are no assumptions
- You imply expertise, don't flaunt it
- Opens door to let them tell you what matters to them
- Focuses in on problem areas you can solve for your customers
- Avoids jargon, and hands conversation to the prospect to let them talk
- It creates a safe space with an honest question - because you might be wrong
Real life example of a high-end consultant:
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I’m not sure this is your experience, but when I talk with other CHROs, they tell me that...
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- Retention of top talent is getting a lot harder
- They're losing good people because of early career manager mistakes
- Often times employees are not working well together - even harder with remote
Is any of this on your mind, or am I off base?
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Adapt this to your context!
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1 sales principle
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Give your prospect the conversation
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1 vid
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1 suggestion
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Need sales coaching?
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If this was forwarded to you, don't have to let others have all the fun - sign up here
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Want to keep going?
Explore these latest blog posts...
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Better platform for delivering you great content
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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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