Welcome to your August edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).
Here are a few things we’re sharing with you in this month’s edition to help you bolster your correspondence with clients and prospects, and enjoy a bit of summer:
The most motivational commercial, EVER
Our favorite sales tip of the month
A Churchill-ism that fits right into the Slattery way
1. The most motivational commercial, EVER
I AM SO EXCITED TO SHARE THIS WITH YOU.
I’ve been waiting on pins and needles to share it with you.
And finally, now that it’s Olympic & Paralympic season, I can share with you THE song/commercial that is the greatest motivational clip, EVER.
(Tony Robbins, step aside!)
2. Our favorite Slattery Sales tip of the month: Don't assume you're the only seller in the room.
Whenever buyer and seller meet, there are TWO sales happening concurrently, not one.
The seller is trying to convince the prospect that their unique differentiators have value.
The prospect, meanwhile, is trying to convince the seller that what they have is simply a commodity.
Your prospects are often effectively commissioned sellers. That is, they get paid on the juice they squeeze out of your transaction.
They are trained, and they are good. They know most salespeople have a high need to be liked, and how to tap into that with sighs of disapproval when prices revealed. They know exactly when salespeople are feeling the quarter-end squeeze, and that that’s the best time to ask for discounts.
Don’t underestimate the training your prospects have undergone to protect themselves against and squeeze concessions out of salespeople.
By the end of each sales meeting, one party will have advanced their sale one step further.
Don’t make the mistake of assuming you’re the only seller in the room.
(See the original post here. These tips are in addition to the strategies we share in our book, so make sure to check out Wimp Junction, too!)
3. A Churchill-ism that fits right into the Slattery way
Winston Churchill is a favorite around here, but usually not for his sales wisdom. (He didn’t care quite as much about keeping the prospect in the ”OK Chair” as we do here at Slattery, but he held firm against the Third Reich, so we’ll cut him some slack for it.)
Selling is difficult; it’s the one role in any company where you’re guaranteed to encounter massive resistance, and even some failure is normal. It’s part of getting the sale.
So while you're out in the marketplace, please remember these wise words from the British Bulldog, and keep your chin up:
Success is not final; failure is not fatal. It is the courage to continue that counts.
WINSTON S. CHURCHILL
A very happy and prosperous August to you.
Thank you for being part of the Slattery circle. It's a privilege to have you here.
Cheers,
Terry & Jennica
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✨ Thank you for stopping by! Glad to have you here. ✨
At Slattery Sales Group, we empower great companies and sellers to win more business in less time.
Our clients tell us we help them raise revenues, bolster margins, shorten sales cycles, and compete more effectively in the marketplace. We'd love to help you do that, too.
To expedite your progress:
🔷 Grab our book HERE to get that important sale moving again.
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If you want to learn more about how we've helped over 2,400 enterprises enhance their sales processes, contact us through phone: 952-832-5436, or email: info@slatterysales.com. We'd love to connect.