In this episode, we talk about the critical nature of understanding the identity of the prospects that you are selling to and how to think about shifting their identity in a way that aligns with your offer.
Highlights
- Sales and marketing process of Hook, Story, and Offer.
- The Hook is something that gets the prospect’s attention.
- The Story is where you get the prospect to think about the product in some way that relates to them. Telling them that you understand their problem and you can help them solve it.
- The Offer is when you have the prospect’s interest and then help them act.
- Don’t over complicate the process.
- Don’t try to skip a stage of the process.
- Identity is what drives most of our actions as an individual.
- Identity can affect all aspect of your life when making decisions.
- Look for ways to shift the prospect’s identity to match your identity.
- Whenever trying to sell to a prospect, we need to understand where they are, what their identity is, and how to get them to shift that identity or change.
