Avoid Salesy - Feel Good
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1 non-salesy tip
There is a very common saying in sales circles: “Deals are won in discovery”
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It's crap - 1:30 sec vid here
I’ve been selling since I was 17 and have seen deals won in the strangest ways.
Because…
Deals are won when customers trust that you can solve their problem.
That happens in lots of places:
- Demos
- Branding
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- The first call
- Presentations
- Conferences
- LinkedIn posts
- Because the boss wants it
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- Conversations a year (or more) later
- Internal conversations you were never part of
This list goes on and on…
The moral - sure discovery is important, but there are many factors at play.
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In what ways are you achieving buyer confidence (in their mind) at every stage of their journey?
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1 sales principle
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The real ABCs of selling: Achiever Buyer Confidence
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1 vid
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1 suggestion
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When you're ready, there are two ways I can help you:
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- Private coaching (0 spots left - check back)
- Get the book, Feel Good About Selling
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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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