Sales Flashcards
Have a conversation instead of a pitch session.
People don’t like to be pitched. Take the pressure off, make it a real conversation. Focus on the other person and learn about their needs.
If you get pushback from a client, there’s something wrong.
People push back when they feel attacked, or when you say something that makes them feel “not okay.”
Otherwise it’s just an open conversation.
You have to meet people where they are.
If you’re connecting with someone out of the blue, they’re going to be skeptical. So you need to be skeptical.
Know where your listener will be, and be able to mirror that.
Talk about common mistakes. Show people what it sounds like when you’re doing it wrong.
When you talk about how to do something well, it’s easy for people to think, “I already do this.”
When you demonstrate how to do it wrong, people will recognize, “I totally do this.”
Do it in a way that doesn’t hurt the other person’s self-esteem.
Be easy and breezy.
When you’re comfortable, you help the other person feel comfortable.
Love what is.
Whatever happens, happens - but I’m not myself if I don’t at least put myself out there.
Attract people, don’t sell them.
How can I make people want to sell themselves on what they need?
If I don’t have the credibility to make a request, who do I know who DOES have the credibility to make that phone call?
If I can’t get a “yes” on my own, I can use my network to find someone who’s in a stronger position to get that “yes”.
Find the “win-win”.
Never leave an interaction without finding some kind of “win-win.”
“I help you bring out your best self.”
“I help you show people your best self.”
“I help people see your best self.”
BlueFish super-concierge Steve Sims says, “I sell smiles.”
Finding a way into an organization is like hacking a system. You don’t call the receptionist and expect to get to the right decision-maker.
Never ask for a favor. Find a way to make the other person happy every step of the way.
If you can pay with an experience, that’s much more powerful that giving someone an envelope of cash.
Call. Don’t respond to inbound emails.
Keep my answer short and sweet.
“Thanks for reaching out. When’s a good time to talk?”
On the phone: “Why did you reach out? What do you want us to do?”
Give them a reason to do what you want.
That’s what win-win means!
“The greatest compliment you can pay me is a referral to someone else, either in person or via email.”
We’re always open for business, and happy to help.
Fitness trainer example
What sports do you play?
Tennis, fitness, golf
- The people who are most committed have a personal trainer
- People who are somewhat committed might sign up for a group class
- Or, you can always read books about tennis / fitness / golf - but how far do you think you’d get if that’s all you do?
