Drop the fake "salesy" enthusiasm
Be real
Be genuine
Show you are in control and get the conversation started off on the right foot
The Psychology of Sales: 12 Steps to Selling that Actually Work...
Drop the fake "salesy" enthusiasm
Be real
Be genuine
Show you are in control and get the conversation started off on the right foot
99% of salespeople pitch early
Never start with a pitch EVER
Ask open questions
You run the risk of pitching to the wrong problem
If you try and force the sale you will lose the sale
Have an air of calm
Prospects can feel the desperation
Also...
People only care about themselves
Ask questions about the prospect's challenges and concerns
If you are talking more than the client
that's a bad sign
Get into the mind of your buyer
- Why you?
- Why now?
- Why not your competition?
If you can attempt to think like your prospect you can better solve their problems
Use these:
"Help me understand why you say that?"
"If you were able to solve this problem how would that make you feel?
Create value through the questions you ask and listen
Not every lead is a potential sale
Not every conversation is a customer
Sometimes it's just a bad fit
Finding that out early saves you and the buyer a lot of time
Most people tell you the surface level issue
The real problem is usually going on underneath
If they could solve the problem themselves
they wouldn't need you now, would they? π
Don't be afraid to push
If you get a feeling the energy is off
Be bold and say so
"I'm getting the feeling like you aren't quite with me on this. Am I right?"
Get the resistance out in the open
Bring the buyer towards the good outcomes after they have solved the problem
"So if you were able to solve X what would that mean for you as a business?"
Link solving the problem to something tangible
When you pitch, check the buyer is still with you
"Does that make sense?"
"How does that sound so far?"
Build the connection with a feedback loop
This is a controversial one.
Some like to build value first before introducing price
My ethos is you need a basic level of engagement budget otherwise 1-11 was a huge waste of time.
If you want to learn more about social selling then follow @HeyJimBurgess
I'd appreciate you sharing the first tweet with your audience. π
much love JB x https://t.co/V5PsYExXHV
The Psychology of Sales: 12 Steps to Selling that Actually Work... pic.twitter.com/o4DUSvnO57
— \U0001d5dd\U0001d5dc\U0001d5e0 \U0001d5d5\U0001d5e8\U0001d5e5\U0001d5da\U0001d5d8\U0001d5e6\U0001d5e6 (@HeyJimBurgess) April 21, 2022
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So the cryptocurrency industry has basically two products, one which is relatively benign and doesn't have product market fit, and one which is malignant and does. The industry has a weird superposition of understanding this fact and (strategically?) not understanding it.
The benign product is sovereign programmable money, which is historically a niche interest of folks with a relatively clustered set of beliefs about the state, the literary merit of Snow Crash, and the utility of gold to the modern economy.
This product has narrow appeal and, accordingly, is worth about as much as everything else on a 486 sitting in someone's basement is worth.
The other product is investment scams, which have approximately the best product market fit of anything produced by humans. In no age, in no country, in no city, at no level of sophistication do people consistently say "Actually I would prefer not to get money for nothing."
This product needs the exchanges like they need oxygen, because the value of it is directly tied to having payment rails to move real currency into the ecosystem and some jurisdictional and regulatory legerdemain to stay one step ahead of the banhammer.
If everyone was holding bitcoin on the old x86 in their parents basement, we would be finding a price bottom. The problem is the risk is all pooled at a few brokerages and a network of rotten exchanges with counter party risk that makes AIG circa 2008 look like a good credit.
— Greg Wester (@gwestr) November 25, 2018
The benign product is sovereign programmable money, which is historically a niche interest of folks with a relatively clustered set of beliefs about the state, the literary merit of Snow Crash, and the utility of gold to the modern economy.
This product has narrow appeal and, accordingly, is worth about as much as everything else on a 486 sitting in someone's basement is worth.
The other product is investment scams, which have approximately the best product market fit of anything produced by humans. In no age, in no country, in no city, at no level of sophistication do people consistently say "Actually I would prefer not to get money for nothing."
This product needs the exchanges like they need oxygen, because the value of it is directly tied to having payment rails to move real currency into the ecosystem and some jurisdictional and regulatory legerdemain to stay one step ahead of the banhammer.
