Sales Byte #3: Why "interested" customers don't buy

Welcome to Sales Bytes. Your weekly chance to get measurably better at sales in 5 minutes or less.

Each issue contains...

1. The most thought-provoking sales quote I've read this week
2. One short, actionable sales tip from me
3. One question to help you turn that sales tip into game-changing sales results

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💡 Sales Quote of the Week:

Matt Wensing (founder of UseSummit.com) with a dynamite perspective on the value of sales to early stage founders...

It's hard to fall into the trap of worrying about being "sleazy" or wasting people's time with (good) sales calls, when you realise your customers might even be willing to pay for the experience!

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💡 Sales Tip from Me:

They seemed really interested on the call... but then they didn't buy.

Sound familiar?

Failing to close sales deals is the single most common challenge founders face when they start doing sales.

And it all comes down to just one simple rule...

... the default outcome (nearly) always wins

When you go into a sales call, the default outcome is the potential customer won't buy your product.

That's the path of least resistance for them. The easiest, least painful thing for them to do.

As an inexperienced salesperson, your instinct is to try and change their mind. To pull them away from the default outcome.

That hardly ever works.

Effective salespeople don't try convince potential customers to switch from the default outcome.

Instead, they create a completely new default outcome... one where the customer does buy.

How?

By creating a mutual action plan with the customer.

A concrete set of steps — the new default outcome — where you agree on...

1. What goal the customer wants to achieve with your product
2. What actions have to be taken - and by whom - to achieve that goal
3. When each action should be completed

This gives you a blueprint and sets your customer on the path to success.

All of a sudden, the default outcome is that they buy.

So you should close A LOT more sales, faster.

Give it a try!

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💡 Question for You:

What would getting better at sales mean for your business goals in 2021?

If the answer is "something good" then make sure you're on the waitlist for my FREE Fundamentals of Sales course, which opens enrollment tomorrow!

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