Happy October, and welcome to your October 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 as we enter 4th quarter of 2024 here, and enjoy a bit of life, too.
Our favorite sales tip of the month
A fabulous YouTube video & book rec to help bring your strategy to reality
Slattery Sales Summit details (there are still some seats!)
An excerpt from Wimp Junction® for you
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: Prospects don't see you as a neutral party.
Here’s an uncomfortable truth for any honest human seller: Prospects don’t see you as objective source of truth.
No matter how much they like you as a human being, and no matter how much they may trust you as a human being, they know – in the back of their mind – that you are somehow incented to pull them through the pain of change.
You’re not a neutral party in this deal.
Thus, you can’t ‘tell’ them anything and have it stick. At their core, they won’t believe you.
But when THEY are speaking, they believe that truth is being spoken.
So ask questions. Ask strategic questions that open up an awareness in your prospect’s mind that things could be different or better.
And then, let them talk. If you’re asking the right questions, they will articulate reasons – in their own words – why they might want to move forward with you.
Remember, YOUR talking won’t move the needle for your sale.
But THEIR talking will.
Listen.
(This tip will be publicly available soon on LinkedIn.
2. A fabulous YouTube video & book to help bring your strategy to reality
A few years ago, I had the opportunity to watch Chris McChesney, co-author of "The 4 Disciplines of Execution" deliver this talk at the Global Leadership Summit. He was funny and engaging, and his content was spot-on about the challenges of executing great strategy.
Leaders often struggle, not with coming up with great strategies, but in bringing those strategies to reality. I strongly recommend blocking half an hour for this video. Enjoy!
(Sales leaders -- when you've watched this, I want to hear your thoughts on applying this to your sales strategies! Reply to this email here, or message me on LinkedIn.
3. Slattery Sales Summit details
There are still seats available for our last Slattery Sales Summit of 2024! Here are the details:
Start Date & Time:
Starts October 29 at Noon
Ends October 30 at 4pm
Schedule:
Summit runs from Noon CT to 4pm CT each day.
Location:
Summit will happen in a virtual conference room on Zoom. (That's why tickets are limited -- this is conference-style, not webinar-style, so we can connect with the humans present.)
Ticket Price:
$1,997
Deadline to purchase tickets:
Day before the Summit, at midnight CT
And of course, the page with all the juicy information and tickets is here: www.slatterysales.com/live-summit
4. A book excerpt for you
Our new book, Wimp Junction, is full of Slattery Sales wisdom collected from our four decades of working with more than 2,400 companies in over 170 different industries. It effectively describes the place where the sale is lost – usually much earlier than the salesperson realizes it – and how to avoid it.
Here’s a short excerpt for you regarding mindset:
“Throughout most of the sales process, the prospect is sure to be quite comfortable with the concept of never becoming your customer. If you are uncomfortable with that concept and they are comfortable with it, you will be out of rapport, and sales are difficult in those circumstances.
You must be as comfortable as they are with the idea of them never being your customer, and your language must gently communicate that there is a match (rapport) between their thinking on this point and yours. (Match their commitment, but don’t exceed it, or you’ll remind them of the last grasping salesperson who crossed their path.)
As you move through the sales process, you will be indicating your awareness that they have the option of not doing business with you. It will be done with soft comments, indicating this may be the wrong time to start the process, or there may not be a fit between what they would look for and what you do well, or that your solutions could be overkill for the problem they want to solve.
Because you have very specific goals, and not everyone is a prospect, it is essential that you get comfortabl with ending it when it is confirmed that this is not going to culminate in a sale for you. If they get the idea that you want to do business with them more than they want to do business with you, that is a Wimp Junction point where your margins go up in smoke.”
You can grab a copy of our book (and a free workbook, too!) here:
Have a wonderful month, and we wish you continued success!
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.
🔷 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.