When salespeople lead with statements such as:
“We are suppliers”
“We do this, that and the other thing”
Buyers immediately think “so what?”
Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, Sales Story as the most important weapon of all.
You hear this from people a lot.
Walking on the streets, people on their phones or in a coffee shop.
“I” this and “I” that…blah blah blah so what?
In sales, when you engage with a prospect.
Most likely they have an existing supplier…
And you coming into their life is also more work for them.
Researching and making decisions.
Why do they need it?
Why do they need you?
Life is busy enough without it.
In all likelihood, your prospects think they have it covered.
We are not earning a spot on a crazy-busy prospect’s
calendar by talking about our offerings.
Only when we talk about something that matters to them.