The 4:1 Give-Get Sales Formula
Kevin Casey
From hating sales to making sales. 14 (un)conventional principles to reduce sales anxiety. Sell without selling your soul.→ (un)selling? → the book → Now on Amazon. (website: kevincasey.ca)
Is it just me or is there way more ‘TAKER’ salespeople beating down our digital doorways lately?
Where have all the ‘GIVERS’ gone?
You know the “serial-takers” - feeding furiously on your wisdom, tapping into your rolodex, stealing your time but sadly aren’t ‘giving’ anything in return. Except maybe a headache and a bad case of sales heartburn.
Giving isn’t complicated – or expensive – it takes little imagination to build a future flow of goodwill.
Give: Advice. (unconditionally)
Give: Provocative Insight. (unconditionally).
Give: A Book you think they would love.
Give: A phone call to simply say Hi – without any call to action.
Give: A Handwritten note (it’s a lost art in this era of lazy texts and DM’s)
Give: A referral to help them grow their business – imagine that!
Salespeople I have known for 20 years have recently become infected with a bad case of the ‘Fake and Takes’. The first 15 sneaky seconds feels genuine like they truly want to reconnect and then….BAM….the stench of commission breath strikes.
"Kevin, could you introduce me to..?"
“Kevin, could I have 20 minutes of your time for...”
"Kevin, have you read my 120 point (selfish) email I sent 7 minutes ago...."
“Kevin, could you blah, blah, blah….”
You know the drill.
It not just me, right?
The outdated version of the 2020 Salesperson carries a worn-out hammer because everything in front of them looks like a nail.
Take. Take. Take.
They’re constantly overdrawn and then wonder why we ghost them?
And let’s be more specific: Think a 4:1 Give-Take Ratio to each person on the other side. If you don't make at least 4 deposits, you don't earn the right to ask for a withdrawal.
(Confession. I had a serious case of the ‘Fake and Takes’ early in my sales career and learned the hard way. Vanishing clients. Awkward asks. Once I followed the light and got some serious reps in the sales results followed. Magically, customers not only became customers for life they also became powerful lead magnets for referrals and introductions.
Hit the reset button….make this upcoming week more about Deposits and less about Withdrawals and watch your sales game elevate.
Plus, you'll feel way better along the way.
Give More, Get More.
K.C.
Launch your 1-person biz in 90 days –?and ditch the corporate handcuffs.
2 年Ah this is great.. will definitely have this top of mind when doing something like posting too.
Help salespeople (over 50 who have $500,000+) create safe and reliable retirement income so they don't run out of money.
2 年Kevin, refreshing; thanks for sharing!
RadioResults.ca and Sales Fundamentals Inc.
3 年Great post Kevin, clients will always need to feel/know that you care about them before they care about what you have to say.
Customer service
4 年Such a powerful post. What is sad many people teach these sneaky strategies how to take take take.. Don't accept any friend request if they fail to answer what is the reason for the connection
Sales Account Manager - BT Corporate
4 年Cai B.