Do you keep hearing “let me think about it” and feeling frustrated with how to get them to actually move forward – FASTER? It’s such a delicate balance. How can you save the sale or at least get clarity on what the hell they need to “think about” without coming off pushy and desperate (what …
Gimmick-Free Ways to Overcome “Let Me Think About It” Read More »
People will buy more to avoid pain than to gain desire/pleasure. Have you heard that before? It’s the primary reason behind the pain/shame selling strategy that focuses on the “cost of inaction” or in other words – how awful your life will look if you don’t work with me. And on a scientific level it’s …
Have you heard of or experienced shame selling? It’s not new but it seems to be most popular in the online coaching/consulting space and has far reaching negative effects on results for both people involved. It focuses heavily on “the cost of inaction” – vividly painting just how bad your life will be if you …
So, you’re thinking of hiring a salesperson? You’ve reached that point where you no longer can (or want) to take sales calls because you’re so busy fulfilling – congrats!!! This is a very exciting situation to be in but each time it happens, without fail, I see entrepreneurs make the exact same mistakes. Hiring salespeople can …
How to Build a High-Performing Sales Team – Compensation, Culture & Accountability Read More »
You will sell 100% more if you treat a meeting like a conversation. I know that sounds oversimplified but let me explain how to do this. To avoid this post going TOO long – I will focus only on the beginning of the sales conversation for now. There’s this thing sales experts call a “pre-contract” …
Do you have a resistance to “agitating pain” in your sales process? Guess what – IT DOESN’T MEAN YOU’RE “BAD AT SALES” (YOU’RE ACTUALLY PROBABLY GOOD AT SALES). This is especially true for introverts – people who are drained by human interaction and need to recharge alone before/after. Poking at prospect’s sore spots repeatedly and …
Is Agitating Fear and Pain the Most Effective Sales Strategy? Read More »
“When you’re paying for leads then it’s more important than ever to have a solid sales strategy…and most people don’t realize it needs to be a different strategy than the one they use for organic leads. “ If you’re using the same process you use to close organic traffic leads on an offer that’s $1,500+ – …
The Two-Call Close: A Simple yet Effective Strategy for Closing More Sales Read More »
Most people believe the pitch should happen at the end of a sales conversation… …but you will actually sell 2x more (at an absolute minimum) when you do what I call “pitch weaving” in the beginning of your call vs. the end. There’s a few reasons this works better that I’ll lay out here: Reason …
What you think is super cool and valuable about your offer is not the same as your prospect. 😯 And only focusing – and refusing to let go – of what you think is great about your offer WILL cost you sales. The amount of money left on the table by people who can’t get …
How Do You Know Your Offer is Something People WANT to Buy? Read More »
When I say framework – I mean you have main questions you need answers to in order to know someone is a fit (not to expose their pain and manipulate them). With prompts to guide you to potential opportunities to pitch weave (something I discuss in other posts). The benefit of using a framework vs. …
The Power of a Sales Framework Vs. a Word-for-Word Script Read More »