No matter what industry you’re in there are 5 problems preventing you from reaching your sales potential
Thread
Thread
1) Not believing in your solution
If you have complete conviction in your solution then you won’t even entertain the thought of getting played by prospects and giving discounts
Having the right beliefs will also transfer the feeling of certainty to the prospect
If you have complete conviction in your solution then you won’t even entertain the thought of getting played by prospects and giving discounts
Having the right beliefs will also transfer the feeling of certainty to the prospect
It’s very hard to fake conviction when you don’t believe in your solution so do yourself a favor and sell a solution you actually believe in
You don’t need to be passionate about it but it’ll make your Life easier.
Pro tip: passion often grows over time
You don’t need to be passionate about it but it’ll make your Life easier.
Pro tip: passion often grows over time
2) Not understanding your solution
I suspect this is why so many salespeople underestimate their value & status
Improving your understanding can be broken down into:
1) Technical details
2) Impact
3) Competitive Landscape
more on each:
I suspect this is why so many salespeople underestimate their value & status
Improving your understanding can be broken down into:
1) Technical details
2) Impact
3) Competitive Landscape
more on each:
- Technical details
You don’t *need* to know the product as well as the engineers.. but you should try to.
That way you can create a line of questioning designed to make the prospect realize you know your shit
You should be studying your solution as often as you roleplay
You don’t *need* to know the product as well as the engineers.. but you should try to.
That way you can create a line of questioning designed to make the prospect realize you know your shit
You should be studying your solution as often as you roleplay
- Impact
Most of you understand the biz impact of your solution because of all your case studies etc
Very few of you understand the personal impact your solution has on the prospects day to day Life
Personal impact is where the sale gets emotional
Emotion = $$$
Most of you understand the biz impact of your solution because of all your case studies etc
Very few of you understand the personal impact your solution has on the prospects day to day Life
Personal impact is where the sale gets emotional
Emotion = $$$
- Competitive Landscape
You *must* understand how your solution fits within the context of your competitive landscape
Are you the premium option? budget option?
You need to know what the prospects options are better than they do
You *must* understand how your solution fits within the context of your competitive landscape
Are you the premium option? budget option?
You need to know what the prospects options are better than they do
3) Unable to effectively articulate your value
Some of your value is obvious to the prospect (website, etc)
But the unique value of what / how you do what you do isn’t obvious and must be carefully articulated
Do this by focusing on:
1) Framing
2) Questioning
3) Word choice
Some of your value is obvious to the prospect (website, etc)
But the unique value of what / how you do what you do isn’t obvious and must be carefully articulated
Do this by focusing on:
1) Framing
2) Questioning
3) Word choice
- Framing
2 examples of how to Frame your solution:
1) Frame it in the context of what they want (desired outcome)
2) Frame it in the context of the problems you fix (pain)
You can also stack both
Some examples:
2 examples of how to Frame your solution:
1) Frame it in the context of what they want (desired outcome)
2) Frame it in the context of the problems you fix (pain)
You can also stack both
Some examples:
🐲: Our clients use our software for a few reasons:
- They want a way to grow revenue without hiring more staff
- They want a reliable and easy to use tool their teams won’t break their teeth trying to use
- They want to defer to a company who specializes in XYZ
- They want a way to grow revenue without hiring more staff
- They want a reliable and easy to use tool their teams won’t break their teeth trying to use
- They want to defer to a company who specializes in XYZ
🐲: Most of our unique value comes in helping founders like yourself:
- avoid wasting time working with multiple spreadsheets
- minimize the financial impact of upcoming changes to [your industry]
- and potentially eliminate the headache of managing new projects
- avoid wasting time working with multiple spreadsheets
- minimize the financial impact of upcoming changes to [your industry]
- and potentially eliminate the headache of managing new projects
- Questioning
Most salespeople ask journalistic questions that don’t actually add any value / status to the conversation
Example..
🐲: I’m assuming [unique differentiator] isn’t a priority for you because you’re also speaking with [competitors]?
Most salespeople ask journalistic questions that don’t actually add any value / status to the conversation
Example..
🐲: I’m assuming [unique differentiator] isn’t a priority for you because you’re also speaking with [competitors]?
Refer to this thread for more examples of good questions:
- Word choice
You must be able to switch between using technical language and casual language
Example
Technical 🐲: You need server side tracking so you can aggregate your conversion data
Casual 🐲: Sounds like the data isn’t fully populating because of a couple settings
You must be able to switch between using technical language and casual language
Example
Technical 🐲: You need server side tracking so you can aggregate your conversion data
Casual 🐲: Sounds like the data isn’t fully populating because of a couple settings
4) Using a sales process that doesn’t keep you in Control
Everything I teach is centered around Controlling the Frame & Raising your Status
So the first thing is to use a productive sales process and then have the discipline to apply it daily
Everything I teach is centered around Controlling the Frame & Raising your Status
So the first thing is to use a productive sales process and then have the discipline to apply it daily
5) Caring if the prospect buys or not
Indifference is one of the 3 traits of a Chad Salesman
Being too attached to the outcome prevents you from asking the hard questions and challenging your prospects
You can’t need their money more than they want to solve their problems!
Indifference is one of the 3 traits of a Chad Salesman
Being too attached to the outcome prevents you from asking the hard questions and challenging your prospects
You can’t need their money more than they want to solve their problems!
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