“Nobody cares about numbers. Nobody cares about the results. What people care about is the personal feeling they get when the outcome they’re looking for is achieved or even achievable.” – Jeff Bajorek in today’s Tip 299
Do you have a messaging problem?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jeff Bajorek is back with part 13 of the 16 part series that he kicked off back in tip #208 called “You Don’t Have a Closing Problem.” Here he is with today’s installment:
Jeff Bajorek: You don’t have a closing problem. You have a messaging problem. When’s the last time you took a look or listen to the words that you use? Are you trying to generate any emotional response or are you just spewing facts and figures? Nobody cares about numbers. Nobody cares about the results. What people care about is the personal feeling they get when the outcome they’re looking for is achieved or even achievable. Are you forgetting that sales are made emotionally first and then justified logically? Are you leading with the logic and hoping that the emotion will follow? So many people get this wrong. Think about your messaging and recognize that you are not going to please everybody. If you try to please everybody, you end up thrilling nobody. If you’re not thrilling anybody, they’re not going to be interested in taking the next step with you. Remember that you’re asking someone to change the way they do business. That is a big ask. There’s a lot of inertia to overcome, and you throw in a stat or a figure or a pie chart or something like that’s hopefully going to get them emotionally engaged. Well, let’s probably the wrong approach. Rethink your messaging, rethink the words that you use. Make sure you’re getting some kind of an emotional response, hopefully not one that leaves them angry or pissed off at you, and you’re going to have a lot more success.
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/299 that’s also where you’ll find the video version of Jeff’s tip and links to help you connect with Jeff directly.
Thanks for listening and be sure to come back tomorrow for a bit of a celebratory tip.