From the course: The 52 Best Sales Prospecting Tips
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Sell on emotion
- People buy for a number of reasons but ultimately it's decided on a motion to get away from a pain, how they justify that purchase is variable, be it costs, speed, quality, whatever but ultimately they're buying to solve a problem which triggers an emotional response and they're connected. So if you have a problem, it becomes a pain. So your sales team aren't hitting their targets causing a shortfall in revenue. You can't find a good HR manager. So your employees are unmotivated and productivity is down. Your fleet of company cars are so old they keep costing money for maintenance impacting company productivity and profits. So I've used Percy Whiting quote before saying people don't buy drills they buy holes and I want to reference that again. It's a fantastic way to truly understand the psychology behind purchases. So the person walking into the hardware store cares about whether or not…
Contents
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What’s in this course?1m 28s
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Sell on emotion2m 31s
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Sound like your targets4m 9s
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Always have a meeting agenda2m 32s
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Be in positive emotional credit2m 15s
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Underpromise and overdeliver2m 58s
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Ask for referrals3m 23s
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Prioritize mobile phones2m 45s
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Be passionate about your product2m 39s
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Use your prospects’ names2m 24s
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Just dial, you’ll be fine2m 15s
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Track common objections3m 3s
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Always be learning3m 8s
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Ask what they want to see first3m 56s
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Remember names2m 32s
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Get feedback from existing customers2m 38s
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Use open questions4m 18s
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Use FAB3m 34s
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Use QAC to keep the conversation moving2m 42s
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Always phone first2m 51s
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Stand-up calling2m 7s
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Imagine your desired outcome2m 5s
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Start with your scariest prospect2m 39s
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If in doubt, dress smart3m 15s
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Track personal connections2m 36s
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Always have a next action2m 9s
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Cold email well2m 51s
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Beware of stacking questions3m 7s
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Have a great elevator pitch2m 47s
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Use mirroring2m 15s
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Learn from friends and colleagues4m 3s
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Know your most wanted2m 54s
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Overcome the price objection3m 30s
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Be assertive and assumptive3m 20s
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Beware of time wasters3m 33s
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Understand and plan for timescales2m 28s
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Shut up and listen2m 10s
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Live by BANT2m 40s
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Sell me this pen2m 46s
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Love what you sell3m 27s
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Give them options5m 1s
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It’s all in the follow-up2m 35s
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Spend your time wisely4m 4s
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Keep asking "Why?"2m 56s
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Balance new and existing customers3m 13s
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Get out there3m 37s
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Smile and dial2m 24s
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Don’t underestimate introducers4m 31s
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Have integrity2m 30s
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Experiment with price elasticity3m 42s
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Compliment your prospects2m 50s
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Be a team player2m 43s
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Know when to walk away3m 3s
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