Sales Truth Flashcards
Our _____ is our most critical weapon, there is almost nothing we can do to increase effectiveness as much as fixing our messaging.
Sales story
Particularly in larger, more complex, and longer sales-cycle deals, the advantage goes to _______ (4 things)
The salesperson who does the best discovery work
meets with the most stakeholders and influencers
who best understands the various constituencies’ needs and desires
and who builds both the best relationships and most consensus—all before presenting.
____ is the discipline of making appointments with yourself to work on your highest-value, highest-payoff activities.
Time blocking
Top producers prioritize the _____.
Top of the sales funnel because they know that doing so ensures a healthy, balanced pipeline.
______ allows you to reach prospects before they’re distracted or overwhelmed.
Early morning outbound calling and messaging
______ describe the types of prospects that belong on your target list. The characteristics of your very best customers—the ones who love you, who appreciate the value you deliver and the outcomes you, your company, or solution provide.
Ideal Customer Profiles
A ______ and _______ changes everything, and I mean everything!
A compelling, customer issue
a customer outcome-focused, differentiating message
______ Is the Most Common Sales Story Sin.
Self-Focused Messaging
Customers do NOT care what you do, how much you love your company or your product, or how long you’ve been in business. They want to know _____.
what is in it for them.
The two keys to powering-up your sales story.
- Stop saying and writing the lazy, thoughtless, easy, weak, self-focused drivel that just about every salesperson uses.
- Alter your messaging to begin with the OUTCOMES you produce for your customers.
Nothing will make your messaging more powerful than trading out the _____ for ____.
Self-focused language
customer-focused language
Leading with ______ and ______ is exponentially more powerful than describing your ______.
customer issues addressed
customer outcomes achieved
company history, organizational structure, or product’s features.
Salespeople must be armed with _____.
A range of case studies that cover the gamut of their company’s offerings and the types of situations where those offerings apply.
A solid, usable case study has three very simple components. They are _____.
- The customer’s situation when we found them or became engaged
- What we did
- The outcome
True sales hunters prioritize _______.
Prospecting
