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The buyer you never meet

 

To proceed with a purchase, we need to help our customers do two things.

  1. Justify it to themselves, and
  2. Justify it to others.

We usually just think about the first one. Helping our buyer convince themselves.

We forget that they usually have to tell someone else about their decision.

That could be a spouse or their boss.

So when you are talking about reasons to buy, try to give them soundbites to use with others.

For consumers, that could be letting them know they got a great deal....

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How to sell if you don't like selling

 

I hate selling.

Now, that's a problem if you are someone like me who runs their own business, or you're in a role that requires you to bring in the dollars.

Or maybe you are trying to 'sell' your credentials in a job interview or sell the benefits of a new project?

Bottomline, how to sell if you don't like selling?

In this video I explain how to think differently about selling, and the ONLY three reasons people don't buy.

This is a sample of content from my Just Do This...

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Dealing with the biggest objection of all

 

How to overcome the biggest objection of all?

I’m not talking about price!

I’m talking about incumbency.

The ‘we’re fine with what we’ve got’ or what we’re doing as your customer swats you away, like an annoying little fly.

In my latest video I explain what to say to get your customer's attention and listen to what you have to say.

This is a sample of content from my Just Do This membership program. Find out how you can join here.

 

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How to close a sales conversation

 

It's awkward, isn't it Bri?

That moment in a sales conversation when you have to ask for the deal? 

Or maybe it's not even a sales conversation, but a discussion with a colleague whom you are trying to get to make a decision?

In this video I explain:

  • The three stages of an effective sales conversation
  • The role that tension plays
  • What to say to close the sale

And why do I call it "conversion cutlery"?

Because as you'll see, the three stages relate to a spoon, knife and...

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