“Sometimes it’s not exactly what’s on the surface. Sometimes the details that are just underneath. And if you can really make it important and you call it out and help someone, learn something, that might be all the difference of getting that deal.” – Jason Cahill in today’s Tip 484
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jason Cahill is back with another tip. Jason is in commercial sales at Ceridian where he is responsible for South Western Ontario Canada. Here he is:
Jason Cahill: Hey everybody, Jay here for another Daily Sales Tip. I thought I’d bring you back to a sales tip that I learned very early on in my career when I was working for IBM. I was about 19 and I was going for some sales training and actually it was product training but we had this big Texan guy who was probably like 6’7, 6’8, 325 pounds and huge voice, huge presence in the room, big smile, very engaging. And he was talking about laptops and just pointing out some very intricate things about the laptop that we never really thought of, you know, pitching. Cause most of the time, you think about when you’re pitching software hardware, it’s usually spec for spec. Like what’s the processor? What’s the hard drive? What’s the memory?
And he was talking about things like, you know the IBM T-Series has a steel patented steel hinge system. So you won’t get stress fractures in your screen when you open and close it. You like it? You love it? Guess what? It’s free. And it would just get everyone super excited like, you like it? You love it? He would drop the laptop and say “It’s got dropped detection. You know it turns off the hard drive before it hits the floor. You like it? You love it? It’s free.” Like he would just get so excited about these weird things about the IBM laptop that none of us ever thought about before or we would skip over in a spec respect comparison.
It was very detailed and I always remember how excited he got everybody in the room about those small things. And I’ve taken that throughout my sales career and actually I use that today and a lot of my sales presentations I talk about APIs, which most salespeople don’t know about or don’t want to talk about and they’re free If anybody knows anything about software and cloud. And I talk about the same way that we included API or if you’re in professional services and your consultant and you’re like, instead of saying a “Free consultation.” Maybe you say like, “Oh definitely I’ve got 20 years experience, I’ll come to your office, we’ll sit down and have a great conversation, that detailed conversation. I’ll give you a comprehensive overview of what we do. And you know what? Guess what? It’s free. It’s just part of what I do It’s included you like it and you love it. It’s free.”
So anyway, I’ve used that probably my entire sales career and it’s got great results and I think it’s interesting that I learned some specific things that I otherwise would have glazed over when I was at IBM and he called it out, he brought it to the surface as a huge feature and the huge plus and I did like and love it and I was super happy when I found out it was free.
So that’s why sales tip that sometimes it’s not exactly what’s on the surface. Sometimes the details that are just underneath. And if you can really make it important and you call it out and help someone learn something, that might be all the difference of getting that deal. So anyway, that’s my sales tip. Hope you like it, hope you loved it, cause it’s free.
Scott Ingram: As always we’ll have a link for you to connect with Jason and a transcript of this tip at DailySales.Tips/484. You like it? You love it? Well, it’s free, and so is joining the listener list and the video of your choice from the last Sales Success Summit.
Once you’ve taken advantage of that, be sure to come back tomorrow for another great sales tip. Thanks for listening!