A few years back I was in a new AE role. I was not getting adequate sales training so I began rehearsing my scripts, pitches, and objection handling. I’d rehearse out loud in the car, test them out on my wife, and write things out to lock it in my brain. In a short period […]
What’s the problem you solve for me?
I came across two trucks The printing on the side of one truck read: “Creating Quality Sheet Metal Products With Pride” Okay… They’re essentially saying: We’re pretty awesome We’re proud of us We make quality stuff And they probably do… But a prospect is looking for what’s in it for… Me Me, and Me The […]
Don’t be like these sellers
Sales & Marketing 101: Get clear on the problem you solve – fast. I saw a thread in which 55 marketers, entrepreneurs, and sellers were asked to describe their value prop in a few words. I reviewed all 55 with the eyes of a consumer. Here are the results: 70% – I had no idea […]
Is it okay to talk about the weather when selling?
Yes – this question comes up! This is unpopular opinion, but it is actually okay to talk about the weather with a prospect. Here’s why: It creates common ground – we all experience “weather. And common ground = human connection. Human connection means safety. Safety is good. Plus… Real rapport comes when you show how […]
Less content – more clarity
Your prospect likely doesn’t want or need more content. They want more clarity. This idea, adapted from Nancy Duarte, is critical when you’re working with prospects. It’s easy to get lost in the details of “us.” Our product, our company, our value props… But prospects need clarity on: The problem The priorities The path forward […]