How do I get my prospect’s attention and have them not forget my pitch?

Being redundant, repetitive, and saying the same thing twice is hypnotic in selling.

That’s because prospects forget 40% of what they hear in 20 minutes.

So…

Tell em what you’re gonna tell em. (your voicemail)

Tell em. (your phone conversation)

Tell em what you told em. (your email recap)

PLUS…

Sell to the decision making “old” part of the brain (aka lizard brain.)

This means using contrasts…

Show your prospect the status quo is NOT a great place. This is your before story. (ZERO)

Show them how they can get to a better place. This is your after story. (HERO)

Use the ZERO to HERO story again and again like you’re a Hollywood script writer.

Because when you fail to repeat, repeat, repeat… and don’t sell to the lizard brain, prospects tend to…

Fuhgeddaboudit…

Staying top of mind with sales prospects

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 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 is one trick I can use to communicate better with prospects?

25% of salespeople majored in business.The second most popular major? The college of life. 17% never attended college.

This leaves 58% of sales reps with degrees in things like History, Psychology, Sociology, and Poly Science.

If you fall into the 58% category realize this…

For four straight years you wrote term papers, listened to lectures, and were force-fed four syllable words.

Yes, you earned your piece of paper, but you’re a seller now, not a scholar.

That same piece of writing that earned you an A on your college midterm…

Would now get flagged as spam or deleted by your prospect.

So ditch the academic words and retrain your brain to communicate like a 10 year old.

Email prospects like you’re texting your buddy (without the profanities).

Because here’s the thing…

Prospects understand a whopping 90% of what they’re reading… when you speak in 14 words or less.

Or worse…

Prospects understand less than 10% when your sentences go up to 43 words.

Yes 10%.

If you expect to sell, then quell. (words that is)

A trick to communicate 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

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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 differentiate myself from competitors?

Learn your product, not just the script.

And while you’re at it…

Learn your top three competitors’ products too.

Here’s what to do:

Open a spreadsheet and start with the first.

Find answers to these three questions:

1.) What are their positioning statements?

2.) What are their claims?

3.) What benefits are they offering?

Look for differences and similarities between theirs and yours.

Read their reviews. Watch their demos. Get freaky analytical.

Now copy and paste what you discover into your competitive analysis spreadsheet.

Make this a document in progress for every competitor.

Here’s the thing…

Whatever message your competitors are conveying you DON’T want to be conveying.

You want to approach your market from a completely different angle.

To do that, you need to know what your competitors are doing.

Once you’re done…

You’ll discover a unique new way to position your product you never imagined.

But Trevor… hasn’t marketing already done this?

Perhaps, but it’s surface level and you’re client facing, they’re not.

Trust me, the upside is huge.

More content, more deals, more promotion, more respect.

Be the expert, not the empty suit.

You must be different from competitors

View original question on quora

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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 the problem you solve. It’s a great way to position yourself as the industry expert and then share quotes from the podcast on LinkedIn and with prospects. 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.

Will a Preventative Product Sell As Well As a Curative Product?

Prevention is lousy sales pitch.

Here’s why…

Prospects will throw money at you if you can cure their business problem… but will pay you a pittance to prevent it.

In other words…

They’ll salivate for your diet pill, but yawn over the health and exercise program you’re flogging.

Prevention appeals to one in a hundred prospects. Cures appeal to many.

So, what if your product is a preventative? Are you screwed?

Heck no…

Virus software is a preventative, but sells well because it’s positioned as a cure for malware that has hijacked your laptop:

“Install this virus checker now and watch that nasty cyber bug vanish in minutes!”

Word to the wise seller:

Humbly brag about your product’s curative benefits…

Underplay preventative ones.

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

Sell cures not prevention

View original question on quora

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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 prop. It’s a great way to position yourself as an industry expert and then share quotes from the podcast on LinkedIn or with prospects. 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 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.

View original question on quora

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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

View original question on quora

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. 

 

How Much Time Should I Spend Creating A Sales Presentation?

A seller’s time expands and contracts based on how many minutes, hours, or days they’ve got to complete a task.

For instance:

I could spend all day writing this post.

But, if you put the proverbial “gun to my head” and gave me 3 minutes to do it… I’d knock it out by your deadline.

Don’t boil the ocean, sellers. Your time is precious.

Advice given.

80% good enough.

Stop timer.

View original question on quora

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How Can I Deliver a Demo So My Prospect Is 50% Sold?

How Can I Deliver a Demo So My Prospect Is 50% Sold?

Here’s how:

Behind any successful sales presentation, webinar, or demo is always one “big idea”.

The big idea is compelling (and can be counterintuitive).

If you nail the big idea, your prospect will hang up the phone after your demo and be half sold.

The big idea for software companies used to be…

“Try it for free for 7 days. No credit card needed.”

Unfortunately, “Try it for free for 7 days” isn’t such a big idea anymore.

More big ideas:

“Pizza delivered in 30 minutes or it’s free delivery” – Dominos Pizza”

“Unlimited movies, TV shows, and more. Watch anywhere.” Cancel anytime” – Netflix

“When your package absolutely, positively has to get there overnight.” – FedEx

It doesn’t matter if you’re selling a commodity, or a complex solution….

It doesn’t matter if you’re selling for a small company or a big one…

When you’ve got one big idea popping out of your presentation, webinar, or demo… your job of selling becomes partly superfluous.

Meaning…

You’ll spend less time persuading and more time booking orders.

And that’s a solid spot to be in.

View original question on quora

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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.

Should I sell with stats or stories?

Forget impressing sales prospects with statistics.

Truth is: 5% remember stats, 63% remember stories

Got a stat to share?

Keep it to 1.

Make it memorable.

But don’t forget your story…

Here are 5 things your sales story needs:

1. You need a hero: 

This is your customer

2. You need an obstacle 

This is their problem

3. You need a goal 

This is their dream state

4. You need a mentor 

This is you

5. You need a moral  

This is their takeaway and first step in partnering with you.

One last thing about your story….

You need to tell the truth.

View original question on quora

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

What’s the best way to handle sales objections?

There’s nothing I hate more in sales than objections.

Once it happens… I’m in an uphill battle for the business.

So….

Whenever I’m talking to a prospect I like to reveal damaging admissions about my service.

Remember the Buckleys slogan…”It tastes awful. And it works.”

That’s a damaging admission!

Here’s the thing…

Prospects tend to like and trust sellers who “open up” about themselves and reveal their vulnerabilities.

They’re not particularly fond of sales reps who don’t open up, or worse yet, brag.

So, if I reveal a few damaging admissions I come across as authentic, likeable, and credible. And I get the business without friction.

For example…

I’m not the cheapest. Here’s why…

I’m not a big company. Here’s why….

By dropping damaging admissions often and early…

I avoid the OBJECTIONFEST later…

Sound like a stretch?

View original question on quora.

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