People buy things for one simple reason… TO SOLVE A PROBLEM. However, nobody buys something just so the salesperson or company can make money. Customers are only concerned with themselves and their own issue (that’s just human nature), and they are conditioned to not let go of resources…money in this case… unless they felt they … Continue reading Why “The Close” is for the Customer, NOT the Salesperson
The job of the salesperson is to create a premium buying experience for the customer, because this is what every customer wants. This is going to sound really simple, but I can assure you that this topic is incredibly deep, and only the top 5% of salespeople actually succeed at this. The three main aspects … Continue reading What Buyers Really Want
Wanted to share one huuuge mistake that I’ve seen almost every salesperson make…ever…has been that their sales language is wrong (I’ve been guilty myself). Most salespeople are conditioned to SELL, SELL, SELL the product to meet their quotas, and so their language on a sales call/email is coming from a place of “I want to … Continue reading Why You Need to Re-Language Your Sales Process
You know, I fought with my sales manager a lot about providing price up front before doing a demo, a trial. We sell security software at my company. And we would go back and forth and she would say that never give price up front, build value first, otherwise people are going to take the … Continue reading How to Close Deals Faster (give price upfront?)
So quick little tidbit on handling objections in sales.. And I was just working on this this morning to really think through. And I came up with a couple points on some wisdom surrounding objections. So you’re in the right state of mind to understand where the prospect’s coming from and what your job really … Continue reading The Truth About Handling Objections (not obvious to most)
If you ever Googled “How to sell” or “How to close” or “How to handle objections” online, you’ve no doubt heard a bunch of contradictory information. This might be the single biggest problem in the sales training industry. Everyone has a different way of selling, and they all claim that their way is the single … Continue reading Which Selling Method is Best? Gap, SPIN, NEPQ?
Wanted to share a great lesson in selling by one of the greatest business minds of the 21st century, because this alone will easily double your production if you can master it. I’ve mentioned this before, but the greatest persuasion hack is increasing your level of CONVICTION in what you’re selling. “The way you talk … Continue reading #1 Persuasion Hack from Alex Hormozi ($100M business tycoon)
Have you ever found yourself presenting your product or service to your prospect, but you actually had no idea what parts of your presentation they really cared about? I have, and I KNOW that many other salespeople have also experienced this awkward moment. Because of feeling how crappy I felt in this moment, I made … Continue reading Sales Qualifying Explained
Imagine a world where prospects told you the complete truth, and even shared more information than you asked for. Now come back to reality and think about how your sales calls actually go. Do you ever feel like prospects are withholding information from you, or being a bit too vague in conversation? The reason you … Continue reading Have you ever been lied to by a prospect? Then read this…
We’ve all lost deals that we were so sure were going to close, and had no idea what happened. Thinking back, how many deals do you feel like you lost this year and didn’t know why the prospect didn’t close? And how many more deals do you want to lose and not know why? The … Continue reading SALES TIP: How hard questions drive real communication
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