Flip the Script

These 3 sales techniques could be PLUMMETING your closed-won conversion. 📉 Avoid these tactics at all costs: 🛑 Selling to the Return on Investment (ROI) Doubling down on the “benefits” of changing (more time, more money, etc.) won’t set a buyer into motion standalone. There must be a big enough problem to solve for + enough trust in you & your solution, to get things moving. 🛑 Selling to the Cost of Inaction (COI) Doubling down on the “detriments” of staying as-is, also won’t set a buyer into motion standalone. Because even if they believe you, you haven’t proved to them that your product/service can actually solve that problem. 🛑 Driving up the Fear, Uncertainty, & Doubt (FUD) Doubling down on your buyer’s fear doesn’t increase urgency in the sale. Studies actually show that in 87% of deals lost to indecision, driving up the FUD actually DECREASED the chances of closing. (Share this post with your network! ♻️)

30% of buyers “no show” their 1st meeting with a seller. Here’s how to get prospects to actually show up. ↴ If your prospect ghosts & doesn’t reschedule, that means: • the problem isn’t big enough to solve for. • the impact isn’t big enough, to need to avoid. • and so solving for it, just isn’t an urgent priority. If we want to set our buyers into motion, and get them into a first meeting… It’s going to take more than an easier scheduling process + a couple follow-up emails. Instead, sellers need to: • Uncover a MASSIVE problem for the buyer. • Diagnose the size & nature of the problem. • And quantify the impacts, if they don’t solve for it now. P.S. Have you ever been “no showed”? Let us know in the comments! 💬

There are 1000’s of words in the English dictionary. Yet sellers use the same ~250 in their cold emails. All of which will cause buyers to: • see you as “just another salesperson” • ignore the email • throw the message into the trash We jam-packed all 250 of these words into the vid. below. 👇 Which of these words/phrases do you hear most often? Let us know in the comments! (Repost to share this with your network ♻️)

There’s one surefire way to build buyer intent out of “thin air” - And that’s by diagnosing problems for your buyer, that they didn’t know beforehand. Many buyers don’t trust that sellers: • are truly out to help them. • will have their best interests in mind. • or are competent enough, to solve their problems. But by identifying a problem that is hurting them, that they weren’t aware of - You can expand their perception of the problem, and thus increase their willingness to solve for it. And you instantly gain credibility as an expert, who can help diagnose & solve their problems. (Repost to share this with your network! ♻️)

Financial buyers have become more important than ever. Here’s why + how to adapt your sales process in 2025. ↴ Over the past few years, sellers have experienced: • increasingly tighter budgets • longer sales cycles • bigger buying committees And because of this, most sales inevitably cross the CFO’s desk. But if this is something we can reasonably assume… Then it’s something then we can properly prepare for. And how we can properly prepare, is by developing a business case for the financial buyer ahead of time. By preparing a use case that aligns to the CFO’s metrics, such as: • operating cash flow • gross profit margin • budget variance, etc. You’ll cater your solution to what they ACTUALLY care about. And you’ll drastically increase the chance of them pushing the sale through.

Don’t let your reps throw junk over the fence. Here’s what that means + how to solve for it. ↴ SDRs are typically metricked on the amount of “qualified” meetings they book. However, this can incentivize reps to: • Push meetings through despite being unqualified. • “Throw them over the fence” in hopes they get approved. • Or even collude with AEs to get them approved. That’s why evaluating SDRs purely based on booked meetings, just isn’t effective. Instead, reps should be measured on: 1. Speed to lead: ↳ How quickly does an SDR reach out to prospects, after they inbound on the site? 2. Qualified Inbound Conversion Rate: ↳ Out of the truly qualified prospects who became a Hand-Raiser, what percentage of those prospects did the SDR get into a meeting? If we can set the right goal posts, then we can incentivize the right behaviors. And keep our pipelines free of junk. 🗑️

If you can’t show, don’t tell. Too many sellers “tell” their buyers that they have a problem… ..without finding out if they ACTUALLY have a problem, to begin with. What they DON’T do in discovery: • Ask enough questions, to confirm the problem. • Quantify the size of the problem. • Diagnose the root causes + impacts. This causes the buyer to: • lose trust in the seller. • not believe the “expert” diagnosis. • rebel, from a psychological view. Instead, SHOW the buyer that they have a problem. 1. Ask questions around the buyer’s metrics & the status of those indicators. 2. Gather enough datapoints on the problem, to quantify the size + impact of the problem. 3. And then assess whether the buyer TRULY has a problem, that’s big enough to solve for.

To lead, you must first learn. Here’s what the top 5% of sales leaders know. ↴ You can’t teach what you don’t fully understand. Too many sales leaders: • don’t know how to prospect. • are terrible at writing emails. • haven’t made a cold call in years. This leads to: • reps having to “figure it out” on their own. • wins being inconsistent & unrepeatable. • 60-70% of reps not hitting quota. What do the best sales leaders know? ➞ The only way to empower your reps, is by starting with yourself. If you want to see your reps flourish, & achieve the results you have set out for them - 1. Pinpoint the specific skills that you would like them to improve. 1. Find sources of information that can help YOU understand how to perform those skills effectively. 3. And develop those skills within yourself, so that you can coach your reps to success. (Repost to share this with your network ♻️)

Asking BANT questions is a surefire way to turn a first sales meeting, into a last one. Here’s why it’s so damaging to the sale. ↴ If you’re trying to qualify your prospect, after they’ve ALREADY agreed to take a first meeting with you… ..then they will know that you’re just “sizing them up”, to see if they are worth your time. ..and that you’re ultimate agenda is to sell, instead of helping them solve their problems. This will only hinder their perception of you as a seller, or scare them away altogether. Instead, we recommend: • Creating a list of prequalifying outbound criteria. • Researching your prospects based off these criteria. • And qualifying them BEFORE making the call. ( Share this with your network! ♻️)

Here’s the difference between pain & perceived pain, and why it matters to your buyers. ↴ • Pain = the buyer’s current lagging achievement, MINUS their lagging indicator goal. • Perceived pain = the buyer’s current lagging achievement, MINUS the lagging state needed to achieve their desired outcome. Why does this matter? Your buyer might be hitting their metrics right now. And thus not be in “pain” today. But there could be a future threat, event, or metric that you diagnose for them, That drives up the the percieved level of pain. And increases the size of the problem for the buyer + their willingness to solve for it. Share this with your network! ♻️