Issue 4.

You are a performer. Not a sales person. Your job is to make the prospect smile.

Smiles. Advice. Laughter. Energy. Sales. 

Smile more, to sell more.

Ask for Advice. Don’t sell them.

Make them Laugh.

Match their Energy.

Sell. But don’t Sell. Telling isn’t selling.

Cold calling is good for you. Nothing to be scared of.

Opening line. “Hi it’s Ned. I’m a cold caller. I’ll be gone in 30 seconds. Can I have that time from you?”

More is better. More outreach. More meetings. Just more. 

Scripts are for learning. Not for repeating. Use your style over the top of it.

Pitch decks are for the bin if they have more than ten words a page.

Price is not a blocker. Say “Let’s find a price that makes sense for both of us.”

Budget. Authority. Need. Time. Answer those, you have a deal.

Budget. Do they have the money? Ask them. “Does this price make sense?”

Authority. Can they say yes? Ask them. “You good to buy this?”

Need. Do they need it? Ask them “Would this help you?”

Time. When do they need it? Ask them. “When would you like to start?”

Record your Zoom pitches and re-watch.

Have an elevator pitch. “I make sales people better by sharing my knowledge” You?

Get out of sales if you don’t love it.

CRM. Today, tomorrow, and every day.

Practise the small talk at the beginning of a meeting. Be great at it. 

Make them ask for the product by getting them to talk to you about what the ‘issue’ is.

Your job is to get them to talk. Not you talking.

No’s don’t suck. Your reaction to them sucks if you let it get to you.

10 meetings a week minimum. No excuse.

Practise listening. Did you hear that? 

Read this book. “Walk Like a Giant, Sell Like a Madman” by Ralph Roberts.

Your competitors don’t matter. Only your customer. (I heard this directly from Jack Ma when I met him).

Learn the heaven and hell joke. Ask me about it. 

DHL prospects, a hard copy of your proposal. No one throws away a DHL package. 

Flower pot technique. Client is the seed. You talking is watering. Don’t drown the seed.

Dentist technique. You need assistants. Sales teams of one fail.

Sales love speed. Follow up immediately.

Practise your jokes. Mine. “I don’t know technology but I can spell API”. That’s yours for free.

Never trash talk competitors. It makes you look bad.

Never accept a sparkling drink. You will burp.

Mirror them. They loud. You loud. They stand. You stand. Etc.

Always finish 5 minutes early. Giving them 5 minutes value back.

Don’t care about your targets. Sell all you can every day. Targets are arbitrary. Only your effort matters.

When you get demotivated from a run of bad sales. Call me. I will cheer you up.

Do not read your pitch deck to a prospect. They can read.

Make an introduction to a competitor. It builds trust

Say no to something they ask for. If you only yes they won’t trust you.

Less thinking. More outreach

Give as much value as you can. Advice. Comments. Praise. Etc. 

IRL meetings are still the shit.

Stop talking when they say yes. 

Commission only sales are brutal. But it will make you great. Comfortable sales teach you nothing. 

Commission should be 10% of everything you sell.

You should be selling 5x your annual salary. 

Respect your SDR’s . That is noble work they are doing.