Hello Reader, You know the “hot” deal that’s been sitting in your pipeline for weeks. They ghosted. And you’re left wondering… “What went wrong?” The reality is that it’s probably not that they didn’t like your product. Because every real deal has to pass 3 brutal questions: 1. Why do they have to buy? 2. Why do they have to buy from us? 3. Why do they have to buy now? Now, I break down:
All in my latest blog. You can catch it here.
These 3 questions are your compass. So before you spend another week chasing a ghost or forecasting a “maybe”... Click here to read the full breakdown, and make sure your pipeline is built on solid ground. Sell smart, How would you rate this edition? 🤏🏻 So-So |
The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
In today’s edition, we look at how to avoid sounding fake when trying to build rapport with a prospect. The key lies in being an authentic human being, who’s genuinely interested in your prospect. There are a few ways to do this. Let’s unpack them… You can tell immediately. The moment you hold it, you know. I’m talking about a fine glass of wine. Yet, pour that same wine into a plastic cup, and it loses a bit of its edge. It doesn’t taste as good. It doesn’t go down as smoothly. And this is...
In today's edition, we look at how many salespeople destroy their value by asking the wrong question: “What’s your budget?” It sounds harmless, but it immediately shifts the focus to cost instead of value. Read further to see why that question damages perception, and what to ask instead to position yourself as the premium solution. This week’s suggested resource: 52 Qualifying Questions Let’s dive in… Successful brands that have thrived for decades are proof that price isn't the problem.But...
Harvey walked into a golf club for the first time. He didn’t know the lingo. Didn’t know what clubs he needed. Didn’t know if he should even commit to a membership. All he knew was that he wanted to play, and he wanted to be around successful people who played. But he also didn’t want to look amateur around the successful players. He needed to impress them if he wanted to talk business with them. He wandered into the pro shop, where the professional greeted him and asked how he could help....