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Avoid Salesy - Feel Good
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One non-salesy tip
Ditch the "how are you," and try this in your next sales convo.
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It means to connect more effectively with your prospects (or anyone for that matter). Instead of the standard, “how are you?” or the awkward Zoom greetings…
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“It’s good to meet you, I just finished up lunch with my 10-year-old daughter. We talked about horses and gymnastics and now I’m looking forward to our conversation.”
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What do you think your prospect will say?
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They’ll say something along the lines of:
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– What’s your daughter’s name?
– What kind of horses does she like?
– My kids are all active in gymnastics, too!
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By sharing something human and truthful (a simple little story about lunch) you create a human connection.
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This is actually much easier now with remote work – with dogs barking, and kids walking behind you, we’re literally seeing into people’s private lives.
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I challenge you to ditch “how are you”…and dish out some humanity.
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I learned this from Jyoti Guptara, from his book, “Business Storytelling.” He argues that we should “treat every interaction as an adventure.”
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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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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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