What does it take to capture the attention of today's crazy-busy, well educated prospects? They certainly don't want to take time learning about your products/services.
That's why I thought you'd be interested in my recent interview with Mike Schultz, author of the new book, Insight Selling: Surprising Research on What Sales Winners Do Differently. I hope you enjoy it.
After writing SNAP Selling, I was continually accosted by salespeople who said,
“Your advice on selling to crazy-busy buyers works great. But, I’m frazzled too. How can you help me?”
I was stumped. I had nothing to offer since I wasn’t a time management guru.
Decision makers don't care about your product's speed, specifications, or efficiency. They don't care about the wonderful methodology you use.
Your offering is simply a tool. They care only about the results your offering delivers for them.
Buyers are particularly attracted to phrases that are linked to their business goals and objectives. Start speaking in these terms and you'll definitely attract their attention:
What strategies do I recommend for using LinkedIn to connect with others? Here are three ways that can really help you out.
You've probably heard that being a good listener is the key to being successful in sales. While I agree that it's essential, I'm here to tell you that your ability to ask good sales questions is even more important.
Every once in a while, someone jolts me out of my comfort zone - and makes me question what I’m doing. Dan Waldschmidt, author of the new book EDGY Conversations, is one person who always seems to do that. He’s spent the past four years studying how ordinary people were achieving success against all odds. I hope you enjoy my interview with him.
How can you quickly position yourself as a trusted advisor when meeting someone new?
Here are 3 strategies you can use to immediately be seen as a credible, potentially invaluable resource:
From the first day I started selling, I was told that I should never, ever assume – that it would only lead to failure. Instead, I was supposed to be consultative, learning about a prospect's situation before I made any definitive recommendations or pronouncements.
Well, today things are different. To be effective in today's business environment, you need to assume. Why? Because it makes you sound like you know what's going on. Let me show you what I mean.
If you're selling, you've been on conference calls. And honestly, they can be a bit disruptive. That's why I thought you'd enjoy this video that provides a great simulation on what actually occurs.
How does being "crazy busy" impact selling? It affects your prospects in a huge way.
First of all, your prospects put up barriers to access. They're protecting their time at all costs so it's much harder to set up an initial meetings. But it goes beyond that.
Your prospect today can't handle much complexity, so you can easily throw them into overwhelm by giving them too much information at one time. If it's hard for them to decipher the business value of your product or service, they'll just forget about it.