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Avoid Salesy - Feel Good
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One non-salesy tip
Sellers have been taught to handle objections like a fight. They have been told to use battle cards and to overcome. This language - this mindset - is not good for anyone.
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You don't fight with emotions - you navigate them.
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Every objection is an emotional response. Even the ones shrouded in reason. Because of this, responding to the emotion is more effective.
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Here’s a 3-part framework you can adapt to your context.
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VET: Validate, Empathize, Teach
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VALIDATE: To validate someone in a sales context, it might sound like this:
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“I appreciate that you brought that up. It’s a fair point.”
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This simple statement “validates” the feeling. It makes people feel heard. It also shows you're emotionally aware. People will feel safe with you.
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EMPATHIZE: To empathize with your prospect might sound like this:
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“It sounds like you weren’t expecting that.” Or, “I can see why that might be frustrating.”
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This short empathic statement acknowledges the emotions at play. It puts people at ease allowing them to move forward. It makes you trustworthy.
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TEACH: To teach your prospect, it might sound like this:
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“Are you open to thinking about this a bit differently, or should we just part as friends?”
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This invitation provides freedom of choice for your prospect. There's no pressure, helping them to open up to see a path forward with you.
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VET: Validate, Empathize, Teach
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Buyer - this seems rather complicated!
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Seller - I appreciate that you brought that up. It's a fair point. It sounds like you're hoping for a little easier lift, am I reading you right?"
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Buyer - yeah, it feels like a lot...
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Seller - Totally get it, are you open to thinking about this a little bit differently, or should we part ways here?
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Buyer - No, sure, go ahead...
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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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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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