Happy December, and welcome to your December 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 selling efforts in this 4th quarter of 2024, and enjoy a bit of life, too.
Our favorite sales tip of the month
Gift Recommendations ('tis the season!)
A glimpse into new things from Slattery
May you be encouraged to keep selling well at high value and high margins. Cheers to your prosperity!
1. Our Favorite Sales Tip of the Month: Dig for pain, not facts.
When you’re trying to uncover a prospect’s pain in a complex sale, don’t be content with facts alone.
It’s not enough to know that your prospect is underserved by a competitor... or losing ground without your solution... or at risk of losing market share... or anything else they’re incurring because they’re not currently your customer.
Those are just facts.
Rather, use those facts as indicators of where to dig deeper, like flags in the ground indicating where to dig for gold. 
Here’s why the extra digging is important: People generally won’t move for facts; they won’t go through the pain of change because of intellectual facts.
But they WILL move for pain. 
When you uncover a fact that points to pain, you’ll be tempted to check the box in your qualifying checklist and say, “Yep, they’ve got pain!”
But remember that facts aren’t pain. Facts point to pain.
Dig deeper and uncover your prospect’s real pain; let them articulate all of that pain to you. You’ll probably find that that pain will move your sale forward faster than facts alone ever will.
2. Gift Recommendations
'Tis the season!
Whether you’ll be sending gifts to clients, colleagues, or in-laws, we have a few ideas to enrich your “What should I get them THIS year?” search.
Here are our favorite recent finds:
World-class Flavors + Local Honey = An unexpectedly elegant & spicy twist on a gift-giving staple
I tried Lazy Goat's Pasilla de Oaxaca-infused honey at a local art fair recently, and was absolutely blown away by the care the proprietors had taken to procure just the right chiles for this honey. It’s incredibly smoky and a little bit spicy, with well-balanced flavor that goes with both sweet and savory dishes. (And it’s divine in a smoky Old-Fashioned!)
(Tip: For less smoke and smoother spice, go with their Zanzibar Peppercorn-infused honey instead – it’s still spicy, but in a bright, warm, citrusy, and tingly kind of way. I finish pork tenderloin with it, and the proprietor swears by its presence on cheese boards!)
I first heard of this little French spice company from my French host mother, who lives not far from its headquarters in the Touraine region of France. She opened up one little canister of their cumin for me to smell when we were at her house for dinner one evening, and I was hooked – I’d never smelled anything like it. Vibrant, fresh, citrusy... gorgeous.
Terre Exotique cares deeply about the sourcing and quality of their spices, and your foodie boss/colleague/friend/brother-in-law will be enthralled.
Also, nothing says, “You’re special to me” quite like paying transatlantic shipping fees. (Worth it? Yes.)
Named after Alan Turing, the father of modern computing, this analog switchboard (with switches, bits, and more) is effectively a mechanical computer. Hearkening back to the roots of computer science, this 'game' of puzzles allows players to program the board to run calculations, solve problems, and more.
I bought this for my family, thinking my kids would enjoy learning about the origins of computer science -- but the adults ended up programming and running it! (Sorry, kids.)
Whether you're looking for a great analog gift for that digital-obsessed 12-year-old in your life, or for a fun and intriguing gift for the smart tech geek in your life, this fits the bill.
If you’re not already receiving the ‘Uncommon Goods’ gift catalogue, then get thee to their website and get on their paper mailing list!
My whole family and I love leafing through this catalogue of, well, uncommon gift ideas and have had great luck finding just the right thing for hard-to-buy-for friends and relatives. When in doubt, check them out.
3. A glimpse into new things from Slattery
We are SO excited to share some new things with you here!
Over the past 12 months, we have been revamping our on-demand sales training curriculum to line up smoothly with our "Wimp Junction" book. That curriculum will be launching soon! We spent a ton of time over the summer months planning the material, and then re-recording the material, and now we're arranging it in the best possible order for our clients.
This on-demand sales training curriculum will also be accompanied by specific training "paths" for you and your team: Account Managers will have one suggested path of selected trainings that are focused on their world; Client Success will have another suggested path of selected training that are focused on THEIR world; etc.
We've ALSO been building some amazing tools to share with you. The first tool we'll be launching is a "Goals Calculator" -- a beautiful spreadsheet-based tool to help sellers and leaders determine the optimum cadence for the Non-Negotiable Weekly Behaviors that will help them reach their goals. This fabulous tool and video guide will be available soon.
It's been a busy season of refreshing and revitalizing our training materials in the wake of our new book, "Wimp Junction", but it's been so incredibly fun and satisfying.
These will be launching soon, with some early-bird bonuses, so if you want to be one of the "early birds" and get all the details (and deals!) as soon as they drop, join the waitlist here!
And if you know anyone who might want some additional sales insights in 2025, please forward this to them so they can add themselves to our mailing list, so they can hear about these new launches, too!
Have a wonderful month. Enjoy time with family and friends in this festive season. Cheers to wrapping up 2024 with strong momentum, and opening up a new year of continued success!
Thank you for being 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.
🔷 Get quick-start training to shorten your sales cycle and avoid being commoditized here.
🔷 Boost your own skills (and earning potential) in our advanced program here.
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.