I was blown away by a recent outreach. It was real, authentic, and human. It didn’t come by the usual means… It wasn’t: – Email– Phone call (or a voicemail)– Video – Snail mail – A social DM Rather: It was a LinkedIn voice message . Why did this have impact? **** The tone! **** I heard […]
Honest emails
Most email subject line wisdom states: – Gotta keep em short– Use pattern interrupts– Hook them fast Y…a…w…n… The problem with this wisdom: It’s mostly sales tactics. Sales tactics hurt people. Instead, here’s an honest approach that actually works… Subject: Hi Karen – it’s Ted That’s it. Here’s why it works: * It’s honest – […]
A simple sales system makes all the difference
Many sales system are complicated. They follow a series of steps that the seller and buyer need to take. It’s all very logical in a perfect world. But the world isn’t perfect. It’s messy. Really messy. These complicated systems end up frustrating prospects and failing to recognize the ebbs and flows of their buying journey. […]
Keep your solution simple
Don’t confuse your prospects with your solution. It’s great that you have an awesome solution, but keep it simple so you don’t overwhelm your prospect. Here’s an easy way: Break your solution down to 3 steps Use simple language – no jargon De-risk change, showing a clear path Keep the focus on them Invite them […]
Avoid this phrase when selling
Avoid this phrase in your sales conversations – “I’d love to…” “I’d love to” sounds like begging in sales. Here’s how it comes across: I’d love to set up some time to talk I’d love to show you what we can do I’d love to invite your CEO to join us This has a number […]