TheB2BSalesPro

If you sell in threes, your prospects will remember you easier.

It’s why stories have a beginning, middle, and end….and why a mobile phone number is staggered in three lots of numbers.

When you’re meeting with a customer, be brutally clear on the THREE major things your business does…

Don’t tell them about 45 different things, they won’t remember them…

Bonus if you can create an acronym for your three things…

Think about this: You want whoever you meet with to go and easily explain the three things that your business does…it’s better than flooding them with a heap of stuff they’ll never remember.

- Shaun

Getting honest with ourselves is the hardest thing to do…because it’s so confronting and means we have to make change.

The best sales people think about how they went on a call…they look at their outreach approach…how they go in meetings…EVERYTHING.

If you have a mentor that can keep you super honest with how you’re doing…and you can plug those holes, you’ll be unstoppable with your sales.

- Shaun

CONTROVERSIAL? Yes, maybe, but hear me out...

I see so many businesses LOSE deals with boring pitch decks.

Don’t sit down with decks and talk to customers like they’re back at school…

Do it like this:

- Hey Jason, we spoke on the phone…
- You mentioned your 3 problems were this…
- In the next 30 minutes (put a time on it)
- I’m going to take you through our 3 core business solutions and how they work to solve your problems…
- As we go, hit me with a question right away…
- And at the end…we can talk about pricing…
- Does that work with you?

It beats a deck with their logo on it anytime…try it, and let me know how you go.

- Dayne

DO IT AT EVERY POINT YOU CAN!

At every given moment in your pitch…sell with a customer success story.

We are wired to do what others have done to be successful…

When you’re pitching, you should say things like: “This is our Automation package, and here, our customer (insert name) are saving $3000 per month…because of reason x,y,z…

The more social proof you can show, the more sales you can make.

- Shaun

Research…Research…Research…

When targeting someone in the C suite, read everything you can about them…listen to every podcast available…

If they say in a podcast interview that they only hire people not afraid of cold calls…then cold call them!

Find where the gold is buried with your research….

That will put you ahead of the sales pack, and help you land that next big deal.

Send this to a sales buddy.

- Shaun

If you get a lead, CALL THEM RIGHT AWAY!

If you contact an inbound lead within 5 minutes of them filling out a form…your chances of selling them goes up by about 200%...

These were the results of a Harvard study…

Don’t wait 24 hours…or even 5…get them when they’re hungry for a solution, and build an immediate relationship with them….

…and you should see a huge increase in sales.

- Shaun

How to sell more?

Keep the door open for the customer to leave the sale at ANYTIME they like…

Because people love buying things, but they HATE being sold to.

So if they say to you: “Call me in 2 weeks…”

Say to them: That might be a little early, I want to give you the most amount of time to ponder everything before you go ahead…what is it you’re hesitant about, because I’ll send you some information on it…”

Boom. Now you’re back in the game. You’ll learn more about why they’re not buying, and you’re giving them the feeling of control with that open door.

Comment “door” below, and I’ll send you my ten favourite sales rejections.

WHO?!

One of the biggest things I see in sales, is reps not knowing who to sell to.

And it's an easy trap to fall into: if your service can be bought by anyone, the tendancy is to SELL it to anyone...

But this is a trap that robs reps of revenue. Robs business owners of the same.

As silly as it sounds, you need to simply find who is buying your product, and go and find EXACT clients like them.

You've got the case study, you have the proof, you just need the right client.

- Shaun

How to get everyone obsessed with your service:

Remember at school, where a craze would take off depending on which cool kid was behind it?

If the cool kid was getting around with a folder fulla Pokemon cards, everyone else followed suit…

Do the same with your product!

Target the biggest businesses you can…. and overdeliver so you can get the best testimonial possible.

Then shout that from the rooftops.

Because if the cool kids are having it, everyone else will want it, too.

Sales isn't about being a smooth talker...

It's about being a smooth listener.

Hollywood, pop culture, and social media, has corrupted some into thinking that if you don't have a tongue of lightning, you can't be a good sales person.

This isn't right...

The number one sales people aren't the flashy, smooth talkers. They are experts in their field, who listen more than they speak, and solve the customer's problems, which leads to the sale.

Share this with someone you think could be great in sales!

- Shaun

You CAN bring back ghosted leads...

Here's how:

Say to them: “Hey, I haven’t heard from you…you might not be ready for the change that comes along with…(insert the positive benefits your product does)...

….but when you are, let me know, I’ll always make time for you (name)....but I’ll close your proposal in the meantime…

This doesn’t make you look desperate…and makes them realise that if they really want the outcome you’re selling…they’d better get back in touch.

- Shaun