Selling is only called selling when you interrupt people to say:
- What they need to consider
- Why it matters
- What decisions they need to make to withstand the challenges of the coming years
To make them buy, you need to go through the process of:
- Moving past gatekeepers
- Setting appointments
- Showing up on the appointment date
- Talking about where they need to pay attention
- Following up consistently
- Speaking with multiple stakeholders
- Addressing every objection
- Following up with new insights
- Talking about the changes and investments they need to make early in the process
- Following up with customized pricing plans
- Negotiating without giving up
- Assuring them of customized service or products
- Following up again if they try to stall the deal
- And when they’re ready, asking them to sign quickly
- If not, move on and come back later & do prospecting
There is no place for Snake oil salesman here.
Law of the Universe: Nothing happens until something moves.
Law of Business: Nothing happens until someone sells something