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How can we get more buyer testimonials?

92% of buyers ask for social proof before they buy.

Here’s a simple, friction free way to get a steady stream of testimonials for your B2B product.

Have your legal beagles add verbiage to your agreement requesting customers give a written testimonial within 3 months of buying your product.  If they’re happy.

Remind your prospect about it when you share your proposal. Few read the fine print.

100 closed deals = 100 testimonials

Have them include your personal name in the testimonial. YOU sold it to them.

That’s proof of concept.

That builds your personal brand.

That’s good for your resume.

View original question on quora

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Are you differentiating your sales message?

Ten BDRs (all competitors) call the same CEO with nearly identical pitches.

One day, the CEO picks up his phone and instead of responding with his usual “No” to their pitches, he tells each of them the same joke.

Of course all ten BDRs roar with laughter.

The next time they call the CEO he tells them the same joke but only a few laugh.

The third time they call the CEO no one laughs anymore.

The CEO smiles over the phone and says..

“You can’t laugh at the same joke over and over. So why are you always using the same pitch thinking I’ll say yes?”

BDRs…

Prospects never say yes to similarity, only to difference.

View original question on quora

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How should I ask for a sales meeting by email?

Sending cold emails with “call to action” questions like…

“What does your schedule look like next week?”

Or…

“When’s the best day to get 15 minutes on your calendar?”

Means your prospect MUST…

1. Leave inbox
2. Open calendar
3. Filter
4. Choose days/times
5. Return to inbox
6. Hit reply
7. Type days/times
8. Click send.

Worth their effort?

Nope.

Ask…

“Got 15 min tomorrow at 4?” (best time to reach them)

Asking YES/NO questions have 3 benefits:

1. They can respond in 3 taps. Reply  Y  Send
2. It opens a conversation.
3. It whitelists your email address.

Seek less friction in sales, not more.

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

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PLUS: Whenever you’re ready, here are 5 ways I can help boost your revenue or income very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast
This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us.
If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

5. Got your ear to the ground for your next sales role?
Check out these jobs with companies in Toronto and Vancouver.

What’s wrong with saying “no problem” to your prospect?

The next time your prospect asks you for something…

Like:

A price proposal.

A sales deck.

A meeting agenda.

ANYTHING.

The moment they thank you for it…

Don’t brush it off with, “No problem.”

This sends the wrong message.

That being…

It took you little effort.

When it DID take you effort.

That proposal took concentration.

That powerpoint took creativity.

That agenda took planning.

Instead say…

“Happy to help.”

Don’t let gestures of value go unnoticed.

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

Share this post on LinkedIn

PLUS: Whenever you’re ready, here are 5 ways I can help boost your revenue or income very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast
This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us.
If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

5. Got your ear to the ground for your next sales role?
Check out these jobs with companies in Toronto and Vancouver.

What is loss aversion selling?

We all hate to lose.

Whether it’s losing a game, an argument, or our money.

We’re more upset about losing $20 than we are happy finding $20.

This is called Loss Aversion.

And pain from loss is 2X more powerful than pleasure from gain.

When you sell your product’s features, you’re not lowering LOSS AVERSION.

When you sell benefits, you’re still not lowering LOSS AVERSION.

When you sell the idea that your prospect’s status quo is no longer effective, efficient, or economical… you ARE lowering LOSS AVERSION.

One example of “loss aversion selling”…

“Mr. Prospect, how much are unfilled sales roles costing you in revenue?”

How to make your prospects less loss adverse…

1.) Share images or videos of your product being sampled by prospects at events. Think Apple Store.

2.) Offer a free trial of your product so prospects can interact with it with zero risk. Think Netflix.

3.) Share dozens of testimonials and reviews from your customers to which your prospect will relate. Think Amazon.

4.) Gather your sales reps and marketers in a room with pizza and brainstorm what your prospect is losing by not using your product. Quantify it. Think McKinsey.

Because loss aversion is what prevents your prospects from taking that first step towards working with you.

Defuse it.

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

Share this post on LinkedIn

PLUS: Whenever you’re ready, here are 5 ways I can help boost your revenue or income very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast
This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us.
If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

5. Got your ear to the ground for your next sales role?
Check out these jobs with companies in Toronto and Vancouver.

One of the Worst Social Selling Mistakes You Can Make

If you’re social selling today…

And want to….

Connect for the first time with your prospect…

Or…

Send them a LI message because you already ARE 1st degree connections.

Here’s what NOT to do…

Never, ever drop any type of LINK into LinkedIn messenger.

Unless you have their PERMISSION.

Why?

It’s spammy and your prospect will ghost you.

Here’s what TO do:

Keep it short <=60 characters (they might actually read it)

Ask a Y/No question ( they might actually respond)

Remove I’s and We’s (they might actually see value)

Choosing what to ignore in social selling is as important as choosing what to pay attention to.

When you “message” say only what is necessary and in a few words.

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

Share this post on LinkedIn

PLUS: Whenever you’re ready, here are 5 ways I can help boost your revenue or income very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast
This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us.
If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

5. Got your ear to the ground for your next sales role?
Check out these jobs with companies in Toronto and Vancouver.

What’s wrong with saying the purpose of my call…

Cold calling phrases like…

“The purpose of my call…”

“The reason I’m calling ..”

“I’m interrupting you because…” (joke)

Are generic and were repeated by the last ten sellers before you.

Instead say…

“Hi. It’s FIRST NAME with COMPANY.

Then…

Give them insight on something.

Next…

Ask permission to send them something…

Or…

Invite them to something.

Cold call without the clichés.

Avoid these cliche sales scripts

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

Share this post on LinkedIn

PLUS: Whenever you’re ready, here are 5 ways I can help boost your revenue or income very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast
This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us.
If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

5. Got your ear to the ground for your next sales role?
Check out these jobs with companies in Toronto and Vancouver.

How do I motivate myself to hit the phones?

Procrastinating making sales calls?

Understandable. It’s not easy!

Somedays you’re down.

Somedays you’re burnt.

Somedays you’re sick.

When making ZERO calls is NOT an option…

Try the… “All I’m gonna do technique.”

Say to yourself… “All I’m gonna do is make 5 cold calls.”

Or…

“All I’m gonna do is make cold calls for 10 minutes.”

Or…

“All I’m gonna do is make one cold call, then send one cold email until I hit 10.”

You’d be surprised how easy it is to hit this goal.

You’d be surprised that you might just keep going.

Procrastination is the enemy. So cheat it.

Motivate yourself to cold call

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

Share this post on LinkedIn

PLUS: 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 you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

 

How can I get prospects to open my emails?

A seller’s email subject line…

“Are you available to meet today at 11?” (8 words)

Is 50% less likely to be opened than…

“Meeting at 11?” (3 words)

Why?

1.) Rule of 3

2.) Brevity creates curiosity

3.) Embedded command

Don’t forget: Reference the subject line in sentence 1 of your message.

Otherwise it’s clickbait…

Ignored, deleted, or marked spam.

Be word-perfect, not wordy.

Increase open rates in cold emails

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

Share this post on LinkedIn

PLUS: 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 you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

What’s wrong with saying “just following up” in sales?

Slay these stale selling words:

Just checking in

Just touching base

Just circling back

Just following up

Just swooping in

PLUS “just” is a 4 letter word in selling.

Instead say…

Was everything 100% clear in the SOW/Implementation Plan/Pricing Plan?

Have new ideas to share since we last spoke. Okay to send over, or would you rather chat?

We’re having a webinar/lunch & learn to go deeper into X. Would you like to join us?

What questions did you have about the proposal, if any?

Be a seller, not a vulture.

Stop saying just checking in with prospects

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

Share this post on LinkedIn

PLUS: 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 you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. 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. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

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