Do These 2 Things and You’ll Sell More.

I’m a nut when it comes to sales. Like, obsessed with it. If there’s a new strategy then I want it now! I’ve learned a ton over the years and have been able to formulate my own style, but I’ve learned it all comes down to these two things:

1.  Be different when you’re setting meetings.

2.  Nobody cares about you or your product. They care about the problem they’re trying to solve.

Let’s break them down.

Be different when you’re setting meetings

If you think you can develop a script and say the same things on every call, email or interaction then you’re not going to see results. Companies like using scripts because they can control the message, but the person receiving the message hates it. They can smell it on you, you reek of salesperson. Nobody likes to be sold to, but everybody likes to buy things.  

Be human when you’re cold calling, writing emails, or reaching out via LinkedIn. Also – if you’re not direct messaging people on Linkedin, then you’re missing a big opportunity out there. Note: don’t spam people on LinkedIn. Make sure your message is customized to the person you’re talking to and that you’ve done a little research first. I actually send people gifs in messages when they don’t respond to me. It works really well and I’m assuming that it works because people know that there’s somebody with a pulse on the other side of the message and not a robotic salesperson trying to schlep their product on them.

Also, a little bit of research goes a long way. Make sure that your message is tailored to what THEY care about.

Which brings me to my next point…

Nobody cares about you or your product. They care about the problem they’re trying to solve.

You could have the greatest product on earth. It could be more capable and easier to use than any of your competitor’s offerings. However, if you’re only focusing on the features of your product, you won’t sell a ton. It’s not what your product can necessarily do, it’s what your product enables its users to do. 

This one took years for me to finally get the hang of. I highly recommend the book “Conversations that Win the Complex Sale”. It’s an easy read and will help you craft your message for each individual contact you’re speaking with.  

Nobody wants to sit on a sales call and hear somebody tell them about how amazing the product and their company is. We’re in the digital age now and people can gather all that info on your webpage. What your webpage won’t give them, is insight on how you and your product can solve the biggest challenges they’re facing. If you listen closely to your contact and the problem they’re trying to solve, you might even find that your product is capable of solving problems you didn’t even know it could.

I realize that sales is very tough and there are thousands of resources and strategies out there you can study, but these are two of the biggest things and can make a quick difference for you.

If you have any questions, feel free to reach out or DM me, I’m always up for a strategy chat!