What Are Fake Benefits In Selling?

The no-brainer rule for sales reps is to talk benefits, not features.

It always applies, except when it doesn’t.

Exceptions:

“Mr. Prospect. Our software contains an artificial intelligence algorithm.”

Fact Check: Is this really AI or just humans in a back office?

“Ms. Prospect. Our call centre is onshore.”

Fact Check: Is this really onshore 24/365, or is it offshored evenings and weekends?

Fake benefit selling reminds me of the ex door-to-door sales rep for Bell Canada.

Memba him?

The guy who felt guilty because he misled customers on price to products, because he was under pressure to meet quotas and earn commission. A sacrificial lamb of the sales profession.

Fake Benefits = Gotcha moments

Gotcha moments = Buyer’s Remorse

Buyer’s Remorse = Customer Churn

Fake benefits are like clickbait. And nobody likes that.

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P.S: Whenever you’re ready, here are 2 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to promote yourself as the expert in your industry. To be a guest on the the show connect with me on LinkedIn.

2. Work with me One-One-One

My favourite thing to do is brainstorm ways sales reps can close more business by applying the 3 principles of “The Stoic Sales Mindset.” To schedule a 15 minute free private call, send me an email and put “Business Coaching.” in the subject line.

 

What’s One Of The Most Hypnotic Selling Words?

The word BECAUSE is a hypnotic word in selling.

Here’s why:

Let’s say your prospect asks…

“How much is your software implementation fee?”

You can’t just tell them…

“The implementation is $2,500” and leave it at that…

You have to give them a BECAUSE.

Instead say…

“Our implementation fee is $2,500 BECAUSE this includes 10 hours of training, set up, and maintenance fees.

When you give your prospect a BECAUSE… you build trust in advance of the sale.

There’s an experiment that proves the power of  BECAUSE.

A man cuts in line at the library to photocopy some papers. While doing so he says… “Excuse me, I have five pages. May I use the Xerox machine because I have a meeting in 2 minutes?” The number of people who let him in line was 94%.

When the same man cuts in line saying…”Excuse me, I have five pages. May I use the Xerox machine?” The number of people who let him in line dropped to 60%.

Always give your prospects a BECAUSE.

Don’t be like the parent whose child asks… “why can’t I have another cookie?”

And the parent feebly responds with just BECAUSE.

We all know what that feels like. And so do your prospects.

The word because in sales

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Share this post on LinkedIn

P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

 

What’s the difference between customer satisfaction and loyalty?

It’s easy to confuse customer satisfaction with customer loyalty.

A satisfied customer says, “we’ll buy from you.”

A loyal customer says, “we’ll buy only from you.”

Loyalty is the holy grail in sales.

This is why 22% of companies change vendors when their account manager leaves.

How I create loyalty:

1.) Be brutally honest. Even if I don’t get the up-sell or cross-sell.

2.) Give killer service. I check in monthly by phone or their preferred method of contact.

3.) Update clients daily on issues they need fixed. Even if my company hasn’t resolved them yet.

4.) Set expectations early and often around changes in price, service, terms, implementation, training, and people so there are never surprises.

Lastly…

Instead of trying to get them interested in me… I get interested in them.

Little hinges swing big doors.

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P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

 

What do I do when my prospect goes dark?

Whenever my prospect goes dark…

I send a one sentence email that says…

“Maxine. Have you parked this project for now?”

That’s it.

No fluff.

I expect a response in 5 minutes.

Why?

Because there’s something about this question that triggers their instant reaction.

It’s like they see me as someone they’re kind of rescuing.

They feel they need to respond right away.

And when they reply…

Having been hit with my honest, direct question…

They’re in a positive frame of mind and open to talking with me.

Good news or bad news…

I get a response.

The truth doesn’t hurt in sales…

Not knowing it does.

Ask any sales manager.

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P.S: Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

How can we close deals before the quarter ends?

In B2B selling…

Building rapport…

Creating value…

And handling objections…

Are all cute, little tricks.

Truth is…

Mastering “sales project management skills” is pure MAGIC!

Here’s why:

Whenever one of my big, fat, juicy deals ever pushed…

It was because…

I did a sucky job juggling stuff like…

Connecting with ALL stakeholders…

Getting buy-in from ALL stakeholders…

And knowing if ALL stakeholders would be around last week of quarter.

Never undervalue sales project management skills.

Because there are now 5.4 stakeholders deciding the deal…

Any lightweight can open the door to a deal…

It takes a beast to close them on time…

Consistently.

How do we create urgency with sales prospects?  

No sales rep wants a pushed deal on the last day of the quarter.

So, at the 11th hour they pull out all the sales tricks.

There’s the scarcity close:

“Mr. prospect. My software price goes up if you wait until next month to buy.”

Or the incentive close…

“Mr. prospect, if you buy my software before the month ends, you’ll get a 10% discount.

These types of sales closes are manipulative and ineffective.

Why?

Because the prospect is 100% in control of the sale…

And most customers know that if they don’t buy before the end of the month, they can still get that promised discount later.

And few sales rep would walk away from a discounted deal even after the quarter closes.

So the question is…

How do we create urgency without looking desperate or manipulative so we can close deals faster?

To create urgency, you need to shorten selling timelines.

I use something I call the early ask method® (E.A.M.®).

Asking is not manipulative. It’s a sales person’s job. And it can be done naturally.

It goes like this…

The moment your prospect shows interest in your solution, the sales cycle timer starts ticking…

And you need to naturally move the prospect through at least 3 selling events before you can close the sale.

A discovery call

A demo call

A proposal call

These 3 events are typically each spaced about 1 week out or more. So, at minimum this is a 3 week sales cycle, or longer.

Your goal should be to shorten this timeline from 3 weeks to 3 days.

Yes, 3 days. It can be done.

But the question to ask yourself is not whether it can be done, but are you using the E.A.M.® as your urgency goal.

Here’s how it works:

When your prospect shows interest in your solution today and wants to move forward, you ask them “in a low key voice”,

“Are you open to a discovery call tomorrow?”

The moment they tell you that day won’t work, you quickly BUT in a “low key voice” ask,

“How about the day after tomorrow?

If they say no to tomorrow, you then ask in a “low key voice”…

“How about before end of the week before we lose track of what we talked about?”

By offering three time options before each sales event you’ll create urgency naturally and prevent sales events from being pushed out 1, 2, or 3 weeks later.

Better yet, you won’t have to resort to last minute sales closing techniques.

Try the E.A.M.®.

Guarantee you’ll shave weeks or months off what could typically turn into a protracted sales cycle.

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P.S: Whenever you’re ready … here’s how I can help you hire sales reps for your business.

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