I wish someone told me this at 18..
Status in selling has less to do with your social rank and more to do with your Behavior and perception.
Carry yourself like someone who commands respect and you will command respect.
Life is a mirror.
@bhorowitz@sgblank@simonsinek@wes_bush 5. Fanatical Prospecting by @SalesGravy
Jeb breaks down how daily effort is your secret success formula.
Main idea: never stop finding opportunities.
Key takeaway: keep working on your pipeline even when the times are good.
If B2B companies started following this rule:
"We'll only sell & demonstrate our product if the cost of the buyers problem / opportunity more than justifies the investment of our product"
*Everyone* would be better off.
Everyone.
Amazing how many SaaS sellers will drop their pants and do a demo of their software because the prospect asks for one
Wouldn't it make more sense to ask them what would happen after seeing a demo.. you know.. before spending your time / energy doing one?
🤡: *answers the question he thinks the prospect is asking*
🐲: Good question. Is there more context around that so I can better understand what you mean?
^ probes further in order to answer the *right* question
Problem centric selling = If the problem is big enough the prospect will fix it
Change centric selling = Does the prospect care enough about fixing the problem to go through the hassle of changing?
Identifying a huge problem alone isn't enough to get someone to buy.
Your prospect is in control of your sale. It's a problem for you.
Retake control today by getting them on the phone (NOT email) and propose 2 options as next steps.
See what they say..retake control of the sales steps on your timeline.
#Salestraining
Your prospect is in control of your sale. It's a problem for you.
Retake control today by getting them on the phone (NOT email) and propose 2 options as next steps.
See what they say..retake control of the sales steps on your timeline.
#Salestraining