Today I bring a message of hope!
Jens-Peter Edgren
Author of The New MEDDPICC, sell more, faster book MEDDICC, MEDDPICC, Solution Selling, Somatic Experiencing Terapeut
The signals I get from many companies – especially SaaS companies – that times are a bit rough right now.
Sales are down, customers postpone decisions, and the pressure for performance increases.
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What to do?
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Let me let you in on a little secret.
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Selling a hot product or service is not too hard when customers are screaming for it.
The real test of your sales skills comes when times get tough and rough,
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Some people I meet don't like that message, in fact, some may blow the top.
But other people muster up, lean forward, and look for new ways to succeed.
Is this positive thinking BS?
Some may think so. I don't.
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I have been down and out so many times in my 35 years of selling how to sell. When the market is UP my market is DOWN – why buy sales training if you already are making your numbers?
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One client used the sales training budget for a week on IBIZA. ?Surely they had fun.
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I felt like a lousy seller when my sales pitch was so bad that they chose vacation instead of MEDDICC sales training. You did not want to be in my shoes when I got that message straight to my face: ”I asked my sales team if they want to have sales training with Jens Edgren or go to IBIZA” said the manager. Easy choice – right?
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Every time I fail - I suffer
Every time loose a sale - I suffer,?
Every time I get a bad review from a training participant - I suffer?
Every time I get a ?cancellation - I suffer ?
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To be honest: there had been times when I wanted to make an early retirement, leaving the keys to the office on the table and leave.
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?But I kept going .- finding new ways to succeed. New books, new training, and lot of money & time spent on my personal development.
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I am telling you this of a reason.
When it is getting real tough – the solution is not the new strategy, price model, sales pitch or the new product.
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You see – the customers are not buying what you sell, that is only part of it.
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They are not buying FROM you – they are buying YOU!
Your ambition
Your passion
Your commitment
Your style & way of acting
领英推荐
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So remember –
- ? ? ? ? ?Why do you sell what you do?
- ? ? ? ? ?Why do you believe so hard in your product & service?
- ? ? ? ? ?Why are you so committed that what ever it takes you will make a breakthrough?
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One way or the other.
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The inventor of the lightbulb, Thomas Edison, said after 10.000 failed attempts – ”we have just discovered 10.000 ways that did not work”
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When one of Elon Musk's space rockets blew up (because of a calculated risk) he simply said: ”Next rocket will have the feature we removed from this one” – he was already making plans for the next version.
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Don't misunderstand me – I don't wish you, myself, or anyone to fail in life or sales. Not at all.
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But to some degree, it will happen, 100%.
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That is the time when the passion, commitment, and will to try again is tested.
Soon I will release my new book MEDDICC, sell more, faster. The first book on MEDDICC in Sweden.
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Will it sell? Will it get great reviews? Will it bring me rich and fame?
I hope!
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But the real reason I have been up early in the morning, staying up late at night for so many hours Is that I am so passionate about bringing the MEDDICC knowledge to the SaaS market.
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MEDDICC works – I have had sales people who, within hours after the training, apply the MEDDICC principles and closed deals. Just like that.
That what keeps me going, finding new ways to help sellers sell more, faster.
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Pre-order your copy here: https://salesmakeover.teachable.com/p/meddicc-salj-mer-snabbare-597097
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The first 100 copies will contain extra materials and be signed by me.
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Best Wishes,
Jens Edgren, Master MEDDICC Instructor, CEO [email protected]
+46 70 799 88 00