“Clarity, coaching, confirmation, that’s how we can make sure that we’re not being inconsistent and develop a far more effective approach to selling.” – Fred Copestake in today’s Tip 989

How do you stay consistent?

Join the conversation below and learn more about Fred!

Fred Copestake on Linktree
Selling Through Partnering Skills
Fred Copestake on LinkedIn
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Fred Copestake. Over the last 22 years, Fred has traveled around the world 14 times visited 36 countries, and worked with over 10,000 salespeople. He has taken the things that really make a difference in modern selling and put them in his book ‘Selling Through Partnering Skills’. Here he is:

Fred Copestake: This tip is, be consistent. So being consistent comes from the sales challenge that I often see of having a modeled mindset. So modeled mindset comes from when an organization isn’t really sure exactly how they’re supposed to be selling. They talk about being consultative, they talk about being solution-based, talk about being customer-centric. But when push comes to shove at the end of the month, what we find is that the guidance becomes very, very transactional. We’re trying to sell as much stuff as we possibly can’t hit a target.

So this makes it difficult for the salesperson to decide what to do, and it makes it difficult for managers to support the sales personally doing the right thing. They don’t know if they should be on one thing or the other becomes quite confusing. So the best way to overcome this is to make sure we have alignment and it really does start on the top. Management should be clear on what we’re trying to achieve, how we’re going to achieve that, which is pass to managers so they can enforce that or reinforce that. So they can become far better in the way that they coach.

And then what the individual can do is that they can go about their work clear and confirmed in the way that they know is how they should be operating. Works for customer, works for them, works the organization. Clarity, coaching, confirmation, that’s how we can make sure that we’re not being inconsistent and develop a far more effective approach to selling.

Scott Ingram: For a link to Fred’s LinkedIn profile and to take his free 60-second Modern Selling Assessment, just click over to DailySales.Tips/989

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Be aware of how your process can help or hinder you as you engage with your prospects and customers.” – Chris McNeill in today’s Tip 988

Do you master your process?

Join the conversation below and check out the links!

Chris McNeill on LinkedIn
Infinite Convergence Solutions
Sales Success Stories Book
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today my good friend Chris McNeill an enterprise sales rep at Infinite Convergence Solutions is back. Here he is:

Chris McNeill: Master yourself. Master your process. Scott and I go back away, and I don’t know if he remembers me calling this out at the launch of the first Sales Success Stories book. This was an important and expensive lesson that I learned about two years into my sales career. Now, as a buyer, I evaluate things in a very, very slow and methodical way. If you’re ever trying to sell me something, sorry.

The big mistake that I used to make as a seller is not realizing that I was applying my own buying process to my customers, which resulted in slowing installing many of my early deals because I wasn’t actually supporting my buyers. I lost a lot of deals because I didn’t know myself and wasn’t able to spot when my process was the problem. There are hundreds of moving parts in any sale and at least a dozen great sales process acronyms to choose from. But look a layer deeper. I believe we all have fundamental processes of buying and selling. Be aware of how your process can help or hinder you as you engage with your prospects and customers. I’m a believer that, that’s the only process I actually need to master the rest of the acronyms I can pull out of my tool belt whenever I need them.

Scott Ingram: For links to connect with Chris and for a link to get your hands on the first Sales Success Stories book, just click over to DailySales.Tips/988.

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“I did that all through a personalized video which shows kind of my personality, my excitement, and my ability to help them. And then, therefore, you’ll generate more pipeline.” – Marcos Serna in today’s Tip 987

How do you build your perfect personalized video?

Join the conversation below and connect with Marcos on LinkedIn!

Marcos Serna on LinkedIn
SalesLife Podcast
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Marcos Serna. Marcos is a former Division I athlete and professional triathlete for Team USA. He’s currently a Senior Account Executive at Okta. His sales accomplishments range from being a two-time AE of the Quarter at Okta to SDR of the year at Optimizely. Here he is:

Marcos Serna: Sales emails are really boring, and they’re actually not personalized when you’re doing cold outreach. So what is the solution? It’s video prospecting. I typically use a tool called Bloom, or there’s another one called Vidyard. It’s really up to you. They do the same thing. But today I’m going to give you the video template on how to go about your personalized video. And so typically my process really aligns on four strategies.

One, you got to warm up the customer.

Two, you want to earn their trust through value.

Three, you will share relevant examples on how you can help that persona.

And then the last one will be a call to action for your product.

So let me walk you through my strategy here.

As far as warming up the customer, what you want to do when you record your video, you want to screen share your video. And so typically what I do is I actually start on that company’s website. Why? Because it’s a lot more tailored. And so the first thing that a prospect we’ll see when they open up the email is that you’ve gone out, share a video and they can see the thumbnail that shows their website. So automatically you increase your chances of getting your video seen, which is what we want. So that’s warming them up.

Second, is earning the prospects trust through value. So the way I do this is I actually go to their LinkedIn page and I pull up relevant job openings. So say, for example, I can just use an example from my organization at Okta. I work with a lot of IT professionals, product engineering.  And so I’ll open up a job opening that says that they’re hiring for an SVP of engineering or something. And then I’ll call out something on that job opening. So it’s more relevant. And it can tie back to the product that I’m selling. So say, for example, they’re hiring for someone with ten years of identity experience. With identity I know I can tie that back to Okta, take the time to go a little bit over and find those relevant key nuggets of insight. And then what I will do is I’ll show relevant customers that work with my organizations to their industry. So if they’re in organizations in Telehealth, I will say, “Hey, we actually work with XYZ as well that are in Telehealth.” Or if you see that they have a customer’s page on their website, you can call out to share customers between you and their organization. So that’s earn their trust through value.

Once you’ve done that. What you want to do is you want to create relevant examples. So I have one slide. It’s three to five problems that we solve for at our organization and how it’s relevant to that persona. So remember, every persona is different. And so as you’re going about this, three to five problems have to align to that persona. So a Director of IT is totally different than a Chief Product Officer. So just know that. But if you have that slide up, you speak their language.

And then once you’ve done all this, then you’ve earned the right, to do a call to action of your organization.  So I typically have one slide, shows what we do, kind of the vision high level. And then the last 20 seconds, I’ll share with them a quick demo on what their user experience would look like in the video. So typically my video lasts between 50 seconds to a minute and a half, depending on how relevant it is. But this is personalized right?

And what are the impacts? I would like to say it’s like the Holy Grail of prospecting. A lot of times I’ll send out just one email and I’ll get a meeting after one email. So I took the time, I understood kind of what could be the key business impacts and how we can help. And I did that all through a personalized video which shows kind of my personality, my excitement, and my ability to help them. And then, therefore, you’ll generate more pipeline. So that’s the template to building the perfect personalized video.

Scott Ingram: To connect with Marcos on LinkedIn and for a link to check out his SalesLife podcast, just click over to DailySales.Tips/987.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“If you have that attitude will radically change, it will radically shift the dynamic between buyer and seller.” – Bill Caskey in today’s Tip 986

Why would you select them?

Join the conversation below and get Bill’s free guide to the 5 Reasons You Don’t Have Enough Clients!

5 Reasons You Don’t Have Enough Clients
Bill Caskey on LinkedIn

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Bill Caskey. Bill is a sales development leader and experimenter who has been improving B2B sales teams and executives since 1990. His philosophies and strategies have fueled explosive growth in sales and profits for his clients. Bill’s passionate about sharing his ideas about selling, business, life, money, and meaning. Here he is:

Bill Caskey: Hey Bill Caskey back with another sales tip, going to make your head explode again today with another tip that probably goes against everything you’ve ever heard about selling. You know in our traditional sales training that we’ve been exposed to over the last 40 years, there’s an undercurrent of persuasion that always exists. And the persuasion is we put our best foot forward and we put ourselves out there and we say the right things and we do the right things and we ask the right questions. All with the intention of getting picked. Getting selected. It’s almost like we’re trying out for a high school basketball team. And if you’ve heard my story, I got cut in 8th grade and it hurt. It still hurt to this day, but I’m kind of over it now, but I was doing everything I could to get picked, to get selected, to get named to the team.

And unfortunately, I think that’s the way we approach selling today, and that’s just not the way to do it. You’ve got to change the game. The old game is, oh, I’ll do everything I can to get picked by the client. No, you pick them. They’re the ones that have the problem. They’re the ones that have the objective or the dream that you can help them get to. You’re the guide along the journey that they have, where they go from point A to point B, point A is where they are today, point B where they want to be a year or two or five years down the road. You’re the guide. You’re the prize. I want you to change the dynamic away from they select you, to you select them.

Now, why would you select them? Why you select them because they’re the right fit. They’re saying the right things. They’re inviting you to come in and talk to other people inside the organization, other decision-makers, other influencers. So I want you to make the rules here because the old game is the prospect makes all the rules. I don’t like that. I think you have the solutions. You have enormous solutions. You bring enormous value. Now, if you don’t believe you do, then that’s another issue that we’ll get in another tip.

But if you believe you bring enormous value, then you should be qualifying them. Hard to see, if you want to work with them. They’ve got to have the right set of problems and dilemmas and situations so that you can tell whether you can help them or not. So they don’t select you, you select them. And you’re questioning and everything throughout the process. If you have that attitude will radically change, it will radically shift the dynamic between buyer and seller. I hope you’ve enjoyed this tip. Talk soon.

Scott Ingram: For a link to get Bill’s free guide to the “5 Reasons You Don’t Have Enough Clients,” just click over to DailySales.Tips/986, and then once you’ve done that.

Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Incorporate ways that you can appreciate that prospect throughout the sales cycle and then at the end of it and into the future, you’ll be amazed at how much repeat business referrals and recommendations you’ll get from instituting a practice of appreciation.” – Meshell Baker in today’s Tip 985

Who do you appreciate?

Join the conversation below and check out the links!

Meshell Baker on LinkedIn
Meshell Baker On Youtube
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Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker. Meshell is a certified sales confidence igniter and an authentic selling crusader. She helps business owners and sales leaders tap into the unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. Here she is:

Meshell Baker: Hello, today’s daily sales tip is around, appreciation. Appreciation is defined as the good feeling and enjoyment of something or someone. Interestingly enough, in this fast-paced world of sales and acquiring more clients, we rarely hear people talk about the act of incorporating appreciation. We hear a lot about more how to get clients easier, how to funnel fill your pipeline, all the different things. How to shorten the sales process, how to increase your ROI, how to increase the amount of sales per sale. We rarely hear people telling the importance of appreciating those clients at one, we’ve already acquired and appreciating those prospects throughout the selling process.

Yet and still facts have shown and statistics have shown that companies that incorporate customer experiences is part of their process outperformed by 80%. They’re 60% more profitable in their bottom line, and that clients or American consumers are 17% more likely to actually take a higher price for goods and services when they know a company has a great reputation and a great reputation means that people are speaking a lot about you, and people would speak highly of those that they feel good about, and appreciation is an express route to creating good feeling.

So my question to you today in this sales tip is to stop and pause and ask yourself after listening to this, who can I appreciate? Make a list of the first people that come to mind and make it your business to go out and at least make one contact today. I have to call everyone but do something one per day to follow up with someone who is popping in your mind that you’re thinking I should have contacted them. I should have said thank you. It’s not an accident that you’re thinking about them. It’s absolutely amazing what will happen when you are honest and authentic. You follow up with people and you tell them, “Look, business got busy, right? I got caught up in the business of business and I failed or I wanted to get in touch with you. I wanted to follow up and I apologize that I didn’t and I couldn’t stop thinking about how awesome it was to work with you. So I’m contacting you now and I just wanted to say thank you.” It goes so far. Understand, there is a principle in our world, our universe the law of, you know, physics is that whatever you appreciate appreciates. Right?

So if you think about a plan, as long as you keep nurturing and appreciating, you will keep reaping the benefits you keep having harvest. The minute you stop in withers and dies and that’s what relationships especially.

So make a list of people. Make it your standard. Incorporate into how you do business and you do that free called planning, plan for a way to appreciate them. Even if you have a longer sales cycle. Incorporate ways that you can appreciate that prospect throughout the sales cycle and then at the end of it and into the future, you’ll be amazed at how much repeat business referrals and recommendations you’ll get from instituting a practice of appreciation.

So thank you so much for watching. Cheers to you for increasing your business, your bottom line by incorporating some appreciation and it’ll absolutely help you as far as your move when you start doing things of this nature, it’ll make sales a lot more fun and enjoyable. Have a great day and happy selling.

Scott Ingram: To connect with Meshell, so you can show her your appreciation and for a link to her website, just click over to DailySales.Tips/985.

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Asking the right question is an art and essential in sales.” – John Thalheimer in today’s Tip 984

Do you ask the right questions?

Join the conversation below and learn more about John!

The Truth About Selling Book
John Thalheimer Website

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from John Thalheimer. John is an award-winning management consultant, speaker, and author who has helped hundreds of businesses and thousands of professionals transform their potential into extraordinary performance. In his latest book, The Truth About Selling, he shares the secrets of how to achieve better sales for your organization. Here he is:

John Thalheimer: Ask the right questions.  My friend Steve Van Valin, the CEO of Culturology, a consulting company that creates engaged organizational cultures. Shared this concept with me, he said, “To successfully find a solution, we first must know the right questions to ask.” In an interview with Bill Moore, Dr. Jonas Salk, the polio vaccine developer, said, “If the solution comes through asking the right questions because the answer pre-exist.” He went on to use the analogy of Michelangelo statue of David. When Michelangelo was asked how he sculptured such an incredible icon, he said, “I saw him inside the stone and I carved to set him free.” Asking the right question is an art and essential in sales.

As a salesperson, it is your responsibility to ask the questions to understand your customer, including their desire and fears. You must learn how your products, your ideas, your services, can best serve that specific customer. Additionally, your questions can help filter people out and focus on individuals with a higher likelihood of investing. The goal of questioning is to seek understanding.

In the sales process, you’re trying to understand if the person is a potential investor, client, or customer. In sales speak, this is called qualifying the client. Are they qualified to be your investor, your client, or customer?

Ask these questions. Do they have the problem you are trying to solve? Do they have the resources needed to invest in your idea, services, or product? Do they have the resolve to invest in you?

By asking these three questions, you will filter out individuals who will be less likely to invest in your idea of product or services. Once you qualify, your customers ask questions to understand their situation. In his book, Ask more, Frank Sesno cause these strategic questions those that focus on the big picture. As he now says in his book, strategic questions sharpen the focus on the larger objective. The higher the calling and to clarify what is it will take to get you there.

Here are some examples of strategic questions.

What is your adventure goal? If you reach your ideal state, what would it feel like? What are you trying to do? How will you achieve your goal? What steps have you taken to move closer to your ideal? What have you tried in the past? What didn’t work? What would you be willing to let go of to achieve your ideal state? Have you looked at alternatives? What made you hesitant to go forward with another option?

The other purpose of this type of questioning is it allows you to guide people down a path. People tend to get stuck in one mindset. They see the world from their past experience. Questions can free them to see from another perspective. In Ask more, Sesno cause these creative questions. In business coaching, we call them curious questions. Either way, the goal here is to get the individuals to rethink their framing and open up to new possibilities.

Here are some examples of such questions.

What if there were no limits? What if fear wasn’t an issue? Go big, what problem do you really want to solve? How would you solve it? What legacy will you leave? Congrats. You’ve already succeeded. What decisions did you make to achieve this goal?

Another way to guide people is to have them better diagnose their current state. Here are some questions you can ask to facilitate that process.

What frustrates you about the situations? What emotions are you feeling? What barriers are holding you back from having a frictionless day? What causes you the most sniffing and grief at work? At home? In life? If you could eliminate this challenge for you, what value would that add to your life?

In my seminars, I asked the participants, why have you invested your time to attend this class?

This is a strategic question to get participants thinking about their long-term goals. I’m also guiding them to make a decision by asking them to value their learning not only in terms of money but also in time.

Some exercises to improve your techniques have a curious conversation with a child ages five to nine. What type of questions do they ask you? Did you have the answers?

Decide on one question and ask it of ten people. What answers did you get? Were they the same? What did you learn?

Work with your coworkers to create a list of qualifying questions for your clients.

Scott Ingram: For links to connect with John and to get a copy of his latest book: “The Truth About Selling,” just click over to DailySales.Tips/984 and we’ll have everything for you there.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“At least they’ve known that I’ve put in some effort to try to understand, I may not be right, but they’re much more open and willing to talk about it, because, at the end of the day, I don’t want to them to buy something that isn’t going to help solve their problem.” – Angie Donato in today’s Tip 983

What’s your thought about this?

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2021 Sales Success Summit
Angie Donato on Sales Success Stories Interview
Angie Donato on LinkedIn
Gartner

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another short clip for you from my interview with Angie Donato, the Top Global Achiever at Gartner last year. Listen to this:

Something that’s kind of striking me, and maybe I’ll come back to another guest and drive some parallels here in a minute. But looking at your performance, it’s probably on average, right. You’re doing twice as much as a more kind of middle-of-the-road seller at Gartner. And it’s not like you’re working 70 or 80 hours a week, right? You’re building in kind of time. And again, coming back to this intentionality kind of piece. How is that? Why is that?

Angie Donato: Well, I think a lot of it has to do with the idea that the preparation piece, right? Where I’ll spend more time there. I think it’s really, I think people might lose sight of just understanding what the problem is that your client is facing, right? What is that problem? And they rush too much too quickly to a solution that may not be the right solution. And I think people also, I think part of it is we all have timelines that we need to meet. But I very much focus on what is the client’s timeline like, what are the things that they need to do or achieve and work from that versus my timeline? Because if I continue to have this customer-centric approach versus an Angie-centric approach or whatever is best for you, I think that’s the piece. I think that is a little bit different for me. Maybe then what others are doing because I don’t want to work 70 – 80 hours a week.

Scott Ingram: Well, you remind me a lot of Brandon Fluharty, who I’ve actually had on this show a couple of times, and he’ll actually be presenting at our summit in October. And his talk is titled 7 Steps to 7 Figures. And so much of what Brandon is about is really creating this space, like taking care of yourself, taking care of your mental health. And what I see is parallels for both of you is, it isn’t this all-out hustled kind of approach. It’s much more about the thoughtfulness. It’s the thoughtfulness around. Let me make sure that I’m taking care of myself and my family so that I’m in optimal shape to serve my customers. And then when I’m with my customers, I’m with them. I’ve done the prep. I love you’re talking about the hypothesis. I’m going to come with an idea and let’s flush that out. Let’s see if we can validate that and make sure that I’m on the right track to put together the right solution, because if the hypothesis was wrong, whether you’re definitely pitching the wrong thing on the other end.

Angie Donato: Exactly. And I’m not always right. Of course, I’m not. And that’s okay, though. And I think people are fine with maybe not being right? Somebody said, “Well, you know Angie, that’s actually not really right. It’s more like this,” right? But that’s okay, right? Because at least they’ve known that I’ve put in some effort to try to understand I may not be right, but they’re much more open and willing to talk about it, because at the end of the day, I don’t want to them to buy something that isn’t going to help solve their problem, because then they’re not going to be happy. They’re not going to renew the service. They’re not going to grow, right? And I’m not going to be happy because I’ll have that little pit in my stomach feeling that I don’t like. So I think you’re absolutely right its much more about being thoughtful and intentional and being present.

Scott Ingram: You’ll find my full interview with Angie in episode 128 of the Sales Success Stories podcast, and Brandon Fluharty’s presentation on the 7 Steps to Earning 7-Figures is happening in less than two weeks at the Sales Success Summit and you can register for the sponsor support live stream for free at Top1Summit.com, but as always we’ll also have all of those links for you at DailySales.Tips/983

Once you’ve clicked over there, be sure to click back here tomorrow for another great sales tip. Thanks for listening!

“I would rather delay the meeting to a time that works where I don’t feel rushed, where I have the opportunity to prepare than to just accept that and do a meeting that I think is not going to be very good.” – Angie Donato in today’s Tip 982

Do you buffer between meetings?

Join the conversation below and check out the full interview with Angie!

Angie Donato on Sales Success Stories Interview
Angie Donato on LinkedIn
Gartner’s Website

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip from last week’s interview episode on the Sales Success Stories podcast with Angie Donato. Angie is the top senior sales executive at Gartner in the HR practice and really got me thinking differently in this exchange during that conversation. Check it out:

I’m hearing there’s a lot of intentionality to your schedule in the way that you’re blocking time to schedule your week. You’re really intentional about getting outside and getting kind of those regular breaks and the exercise and the walks in. Also just being intentional about the way that I’m going to think about this for myself. Spacing meetings because wall to wall is just brutal.

Angie Donato: It is key and any time I have people that work with me and put meetings on my calendar, it’s one of the first things I say to them. It’s like, I know my limits, and I am not good when I’m doing back-to-back meetings. It’s just not something I’m good at, and I recognize that I’m not good at it. So I intentionally and you’re absolutely right. It is intentional. I will delay a meeting if I need to, right? If it’s like, Oh, they’re only available 3 to 4 on Monday, and I’m not, or I could be, but it’s back to back. I’ll move it. I would rather delay the meeting to a time that works where I don’t feel rushed, where I have the opportunity to prepare than to just accept that and do a meeting that I think is not going to be very good. It’s not going to be helpful for them for the person on the other end or for me.

Scott Ingram: That’s really interesting. What is your typical buffer or your minimum buffer?

Angie Donato: Minimum buffer is 15, but I usually do half an hour.

Scott Ingram: Okay. All right. You’re inspiring me to think about this.

Angie Donato: Good.

Scott Ingram: Because I don’t like that feeling of running from meeting to meeting. And you’re just sort of harried and you feel like you’re cutting somebody off because you’re like. I got to go. I’ve got a hard stop. I hate that.

Angie Donato: I hate it, too, and I find that’s what I’m doing it. I’m looking at the clock. I’m like, Oh, gosh, this is having a really great conversation. And you know what? I look at the clock I got and I’m not focusing. I’m not giving that person my full attention. I’m not doing a really good job. So for me, I need that, there are some people who can do it right. There are some people who are like, Oh, yeah, great. More the merrier. I just know I can’t.

Scott Ingram: To listen to this full interview and to connect with Angie directly, just click over to DailySales.Tips/982 and we’ll have those links for you there.

Once you’ve done that, be sure to come back tomorrow where I’ve got just a bit more from Angie for you. It’s great stuff. I’ll talk to you then. Thanks for listening!

“Asks your prospect to give you a reason for why you should not talk and what that asks them to do is go back and look at your value proposition for why you reached out.” – Nick Cegelski in today’s Tip 981

How do you handle the rejection email?

Join the conversation below and check out the links!

SurePoint
Nick Cegelski on LinkedIn
30 Minutes to President’s Club Podcast
Nick Cegelski on Sales Success Stories
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Nick Cegelski. Nick is a Senior Account Executive and the host of the 30 Minutes to President’s Club podcast. Here he is:

Nick Cegelski: Okay, I’ve got a tip today for how to respond to the email that says “Not interested” when you’re prospecting. I always give the same response and I actually have this saved as a template in outlook. When I respond to that I say,” Scott, thank you so much for your response. Was it just bad timing on my end or was it a different reason? I don’t want to unnecessarily follow up if it’s a bad fit. Thank you Nick.“ Now the reason that I do this is it actually asks your prospect to give you a reason for why you should not talk and what that asks them to do is go back and look at your value proposition for why you reached out. One of two things should happen here. You either get a concrete reason or objection, why you shouldn’t speak, and you can either address that objection or move on to a prospect who’s actually a better fit for you. But frequently I get people who say,” Oh, I just reread your email. We actually are struggling with that. Let’s set up a time to talk.” Easy tip. I use it every time.

Scott Ingram: To connect with Nick on LinkedIn and for a link to the 30 Minutes to President’s Club Podcast, just click over to DailySales.Tips/981 and you’ll find everything you need there.

Once you’ve done that be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Every customer communication should reference the business value that you, your company, and your solution will deliver to your customer.” – DJ Sebastian in today’s Tip 980

How do you show the value proposition with your customers?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from DJ Sebastian. As a top-producing sales executive for some of the best technology corporations, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ’s mission is to help the next-generation B2B sales professionals become elite sellers. Here he is:

DJ Sebastian: Every customer communication should reference the business value that you, your company, and your solution will deliver to your customer. It’s important to clearly illustrate the significance of this business value. Don’t just assume that your customer will figure this out by themselves. Specify the business value your customer will realize after you’ve determined what’s possible and put this in relatable terms. For example, benefits that will increase revenue, net profit, and productivity and reduce costs. Benefits that raise the perception of the customer’s brand and increase market awareness. Benefits that are possible because your solution enables other business processes or staff to work more efficiently to automate or reduce the time performing key tasks.

To help reinforce the customer’s reason for moving forward. First, explain the cost of delay. Once you’ve calculated the value your solution will provide, you can break down the delay in terms of a day, a month, or a year. For example, you can state every time the sun sets, you lose $3,000, then explain the lost opportunity cost. This is the cost of doing nothing. The value they won’t realize that they will lose if they don’t proceed with the initiative. Help your customer visualize your value proposition by spelling it out graphically. Keep it simple for your value projection, show the impact on value by drawing it on a chart. Describe the value using up arrows to denote increases. Show that in green and down arrows, tune a note decreases. Show that in red.

Scott Ingram: For a link to connect with DJ on LinkedIn where you can let him know your thoughts, just click over to DailySales.Tips/980

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!