Read your prospects to sell how they want to buy
Stream the episode below or right-click here to download it.
Sales Tips you'll learn in The Sales Podcast...
- Solving problems vs peddling products will never go out of style
- Successful entrepreneurs and salespeople navigate the people problems to make every sale
- Selling is not WOWing; it's disqualifying!
- Your prospects should be able to tell that you're trying to find out if you should even be speaking to them.
- "I probably can't help you so I'm going to find out as quickly as I can so we can move on."
- The 5 Power Disqualifiers from John Paul Mendocha
- They have the money
- They have a bleeding neck
- ER visitors with a broken arm get a clipboard
- ER visitors with a bleeding neck get all the attention immediately
- People in big pain write big checks quickly
- Stop selling prevention—it's 16x more difficult to sell even if it's 1/1000th as expensive.
- Sell the cure
- The "should-be" world doesn't pay, so focus on the "is world."
- They buy into my USP (Unique Selling Proposition)
- They can say "YES!"
- What I sell fits into their overall plan
- Activity does not equal productivity
- Get to the truth, not the sale
- Most agencies that say they are experts at Facebook Ads or Google AdWords are not experts.
- Don't even bother doing paid advertising on these platforms unless you're willing to get educated.
- Do you have a killer offer or not?
- What kind of guarantee can you offer?
- This will screen who buys from you.
- Tom Hoobyar made an unbelievable guarantee when he was in the pharmaceutical space and it paid off big time to beat a $100 million competitor when he was just a $5 million company
- He ended up securing 90% of the market share
- National advertising on Google is tough now
- There is more wiggle room with Google on the Display Network and Google Shopping and Local
Links Mentioned In The Sales Podcast
- Visit Perry Marshall's home on the web
- Follow Perry Marshall on X
- Find out if Facebook Advertising is for you
- Find out if Google AdWords is for you
- Get Perry Marshall's "80/20 Sales & Marketing" book
Market like you mean it.
Now go sell something.
