“That’s my one tip for you. Sell something else.” – Dan Deigan in today’s Tip 957
Do you sell something else for extraordinary results?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Dan Deigan. Dan’s passion is helping sales reps see how their product or service is a by-product of what they sell. When we sell what every prospect wants, their results take a different trajectory and go vertical, allowing them to enjoy their career and all the benefits that go with being a high-performer. Here he is:
Dan Deigan: Hey there my friends, Dan Deigan here. The one sales tip, if I can give you that’s truly changed the trajectory of my sales. And the trajectory of all of my student sales is the fact that your main product or your main service is actually the byproduct. And let me explain this. When we sell, we’re actually selling status above and beyond our product or our service. And what does that mean? Well, if you think of it like this, in the transportation industry that I’m in, what we sell, quote-unquote is moving freight from A to B, but we actually don’t sell that. We sell the fulfillment of delivering on their promise to get their product into their customers. And we sell image credibility and brand that has to go with that customer’s product.
So if we look at like this, every single product on the planet, every single service on the planet as a strategic alignment with helping customers achieve their goals. And when we try, when we help customers achieve their goals, that’s the ultimate victory in sales. So when you’re selling, if you rephrase your sales quote-unquote pitch, your sales structure, your sequence structure to focus on the end results for the client. If it’s whatever that client goal attainment is a lot of the time in transportation, it’s reducing transportation costs for your overall piece of product. You can take that piece of product, and the cost is a dollar for transport. You can bring it down to $0.90, and they’re selling 6 million pieces a year. That bottom line is typically what they’re after. They’re after a more streamlined approach. If you sell security systems and they’re after ease. You’re not selling the security system. You’re selling the fact that anywhere they go, they can have access to their security system.
So what we sell that product, that service is always the byproduct of our actual sales conversation, right? Think of it like this. What’s the one thing in the world that everyone wants, its status of some shape or form. Every decision we make, everything we do is based around the idea of status, whether it be buying a vehicle, making a purchasing decision in or out of a competitive environment. That’d be sitting at your house at 2 o’clock in the morning, and somebody says, “Hey, you see that widget on TV last night?” In your head, you’re like, “Yeah. I bought it, and I like that. It’s so crazy.” So it’s going to decrease your status. You’re not going to say anything. You see status is the number one reason we do everything we do, and it’s the reason we don’t do things we do. You know, if you had the money to buy a Ferrari and most people say, “Oh, you’ll buy it right away,” however, your brain will immediately go, “Well, what will other people think if I buy a Ferrari?” Will it actually increase my status or will decrease my status because people will think, “Oh, look at this show-off.” Like, this is the way the brain functions. So when you’re selling, if your product or service, is that byproduct and your actual conversation is specifically directed towards that sale of status. How will this help them increase their status? How we’ll improve their image, their credibility, and their personal brand in their company? These are three categories, image, credibility, and brand. That as a sales rep, we should be focusing on left rate and send it because it’s what’s going to drive our sales needles. What’s going to move our sales sequence forward at the speed of light?
That’s my one tip for you. Sell something else. Use your product or your service as the byproduct almost the vehicle to get to the end result of that image, credibility, brand, and status increase.
Scott Ingram: If you’re looking to move the needle in your Logistics Sales Career, check out Dan’s 30-Day Sales Accelerator Course. We’ve got links to that and for you to connect with Dan at DailySales.Tips/957
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!