A lot of ink is spilled to address sales objections. It’s easier to stop the sales objection cycle… That is, sellers spend a lot of time responding to objections they created in the first place. Instead, back up, examine your approach, and don’t create the objection to begin with. Here are a few common missteps: […]
So you were on a podcast?
How not to promote the podcast you were on… “So great to be on such & such podcast! Thanks for having me!” This is… Boring About you Nondescript Misses WIIFM And don’t do this either… “Amazing podcast – such a great conversation!” We don’t care! Instead, try something like this… Not sure this podcast is […]
The kiss of death in sales
“I need to think about it.” The win rate on these deals: 5% Part of the reason for low win rates is that sellers are not addressing the indecision behind this phrase. Instead, they’re applying pressure and fake urgency. When a prospect is indecisive, pressure does not help – it hurts. How to fix – […]
To pause or not to pause in sales convos
A pause can be a powerful signal to your prospect that this is a safe place. It provides them an opportunity to reflect, absorb, and/or interject. However, too much or too little risks deals. There is a sweet spot according Dixon and McKenna’s new book, The Jolt Effect. If there’s too much silence, that’s dead […]
Another sales email gone bad…
Seller’s Email: Subject: Hi Ted Hey Ted, Boost your customer support team for 40% less than a full-time employee. Our virtual assistants are only $10/hr. Whether you need one assistant or 150 – there are no contracts and it’s easy to scale up or down as needed! Let’s connect on a quick call! Do you […]