It’s one of the most defeating moments of being a business owner. You’re on a call with a dream client who said they were interested in what you do. The conversation is going great. You’re riffing. They’re smiling. You walk them through your service with all the...
What I mean is stop trying to sell. It only gets you wound up and sweaty. Who would want to buy from a tense, sweaty person who is forcing themselves through a cringe-y sales script that immediately triggers alarm bells of “You’re being manipulated”? No one needs...
People generally don’t care about the techniques you use to get the job done. They just want it done and off their mind. Imagine you’ve hired someone to cut your lawn. You go to work, you come home, and it’s immaculate. You’re pleased. The jobs done and you move...
Stop selling ingredients when they want the meal. Ingredients are the processes, the techniques, the hours you spend to provide the service that your client has bought. What your client is after, however, is the meal. Imagine if when buying a sandwich, you were...
Not everything that works ‘some of the time’ is the best way of doing things. Remember even a broken clock is right twice a day. You don’t want to hit sales targets because of sheer volume, that can be exhausting and quite taxing on you and your victims, I mean...
In a 60 second networking pitch, you’ve got a lot of information you want to get across. And in an ideal world, the people you’re talking to will remember what you say. Problem is, it’s very rarely an ideal world. The rest of the networking group have already...
We know the saying ‘people buy on emotion and justify with logic’. Most people are great with the emotion part – you’re already excited and enthusiastic about your service and know what kind of difference it could make to someone else. You can get them excited...
Sometimes, salespeople confidently claim that they convert 8 out of every 10 clients. The conversation often goes like this... “Great! And do they all pick your gold service over your bronze?” “Um, well, no. Maybe 3 do.” They are great at getting people to buy...
This is a common problem for salespeople. They’ve explained to their potential client that they can save them time, even gone as far as working out exactly how much time, but they still didn’t bite. “I’ve could give them back 3 hours a day – they could do more...
Your clients have a problem that your service solves. They want the best solution. Everyone wants to know that they have made the best choice. And essentially you are the best choice. Why? Because the alternative is an inferior option, doing it themselves or...