Skill + Do
If you agree that the little things in sales make a big difference, start by using "you" more than "I" in documents, emails, and proposals. Clients will feel more engaged with the spotlight on them.
Pronoun mastery is key in sales: "you" the seller, is not nearly as important as the "you" who is the customer.
If you agree it’s the little things that make a big difference, then start by using "you" in documents, emails, and proposals more than "I." The client wants to see their name, not yours.
Eliminate the "I am sending this email to you…" and "I think you should see our demo v. 2.5." The customer cares about only one person.
Emails are the obvious place to correct to reduce your usage of "I," but spoken words are important, too.
What do you think will engage a prospect or client more in a face-to-face meeting: your usage of "I," "us," and "our"? Or, would the customer’s interest be piqued more if they constantly hear "you," "you," and "you" out of your mouth?
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Tomorrow - February 7
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"Umm, could you repeat that?"
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Today - February 6
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Pitch meeting management musts
Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!
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February 5
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No, no, no...you LOVE prospecting
Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.
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February 4
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Buyers hold your pipeline truth
You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.
"Make the customer the hero of your story." – Anne Handley
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