Dan returns from a short break with a high impact episode designed to give the power back to salespeople. With so much conversation around the power of the Buyer and the challenges facing Sales, it is easy to cede control of leverage in our sales process. Dan outlines a multi step approach for taking control and grabbing back the leverage from the buyers including:
-highlight what the problem costs them today. what happens if this remains an issue?
-turn the tables on risk
-deliver info they did not previously know
-sell value
-differentiate
-sales is an exchange-they benefit(mindset)
-mine your current and happy customers
-other income streams
-principle of least interest
-antenna always up
-make sure this is a deal/client you want
Grab your victrola and listen 🤴
