Prevention is lousy sales pitch.
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?
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.
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.