Short Circuit The Sales Process: Lead With A Hypothesis
Lead with a hypothesis. You don’t have time to ask a prospect how you can help them. They expect you to know the answer before you even start.
Category: Selling
Customers Need Trust, Not Discounts
Discounts, promotions and cheap prices are shortcuts to grow your sales, but anyone can offer them. And if anyone can do it, you can’t grow a sticky brand. Price is a race to the bottom.
Like it or Not, We’re ALL in Sales
A decade ago, sales people were sales people, marketers were marketers, and accountants were accountants. Everyone had clear roles and lines of responsibility. In the Social Era, the lines of responsibility have become fuzzy. Now everyone has to sell.
![Nothing Relieves Pressure Like Sales [Video]](https://stickybranding.com/wp-content/uploads/2012/12/Nothing-Relieves-Pressure-Like-Sales-Video.jpg)
Nothing Relieves Pressure Like Sales [Video]
Nothing relieves pressure like sales. A short speech I delivered in November on how to keep your sales funnel full by always connecting, sharing and building relationships.
Complete The Sale In The ‘Closing Room’
Nordstrom’s sales associates are amazing closers. What makes them so effective is you don’t even realize you’re being sold to. One of their secret weapons in the Closing Room.
Sell In The Language Of Your Customers
When your customers don’t understand the words you say, they don’t buy. Convey and communicate your expertise in the language of your customers. Simple, clear communication demonstrates expertise. And simple, clear communication drives sales.
The 3R’s of Prospecting: Relationships, Referrals, Results
Prospecting for customers is more than hunting and cold calling. Business development is a process that focuses on the 3R's: Relationships, Referrals and Results.
Sales Tactic: Use A Door Opener
Customers mitigate major purchase decisions by hedging. It's a natural part of the buying cycle. Instead of fighting or avoiding the hedge, use a Door Opener to initiate the sale.
Two Stages of Demand Generation
Generating leads for your business has two fundamental components: attraction and engagement. Each on its own is not enough. You’ve got to put them together in creative ways to make your brand more findable, referable, memorable and desirable.
A-B-C: Always Be Connecting
A-B-C, Always Be Closing is bad advice. If you don’t have the relationships, you don’t stand a chance. It’s time to change the selling alphabet. It’s not about closing, it’s about connecting.
Overcoming Sales Objections
Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
What’s in a Community? Relationships!
Sales is based on relationships. Your customers won’t buy from you unless they like you, trust you and find you credible. But the challenge is relationship building is time consuming. Community building changes this dynamic, and enables you to scale your network far beyond traditional means.
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Jeremy Miller
Top 30 Brand Guru
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