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...
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...
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...
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...
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...
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...
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...
People do not like to be ‘talked at’ or ‘sold to’. They like to reach the conclusion that this is something that they need and then reach out to acquire the good or service that best matches their needs. Here are some tips on moving away from the hard sell: ...
We all have something we want to sell, and we totally understand the value that our product or services adds to our customer. We know the time it will save them. The effect on their bottom line. And of course, how our most-awesome-time-saving-profit-making-service...