Don’t let your website be a dumping ground. Instead: turn it into a demand generation engine. Here’s a few questions to consider (yes answers are good) Are you clear about the problem you solve for your customer? Have you stated why it’s important that this problem be solved? Is it clear on your site what […]

 If you feel like you’re sounding “salesy” it’s probably true. This happens because you’re focused on: You Your product Your company The fix: Talk about the problem you solve for your customers What dragons do you help them slay Why is slaying those dragons important Show them the path to slaying those dragons Invite them […]

If you want more natural sales conversations and avoid the awkwardness, treat it like a walk in the park. Take a pond for example – if you rush past, you won’t see much. But if you slow down it comes to life: a bird, a fish, a frog, a turtle – yikes – a snake! […]

Don’t “overcome” sales objections. “Navigate” them. Navigating objections requires creating a safe (non-threatening) space. This helps your prospects navigate their own objections.  It is not your responsibility to overcome objections. It’s your job to help your prospect overcome their objection. A couple tips: 1. Be calm (don’t react, practice a non-anxious presence)2. Be welcoming (don’t […]

The sales process can be boiled down to three simple words: Problem, Solution, Action (PSA) Elevator pitch – PSA: Problem introduced, high-level Solution, invite to Action Discovery – PSA: Problems discussed, Solutions explored, invite to Action Presentation – PSA: Problems confirmed, Solutions presented, invite to Action Knowing your sales process matters. It boosts your confidence […]