We're delighted to be joined by James Newell from Clear Sales Message.

If you're still leaving your sales to chance, this episode is for you. James has a noteworthy career in sales with organisations such as Mercedes Benz, Ferrari, BMW and Alfa Romeo. James now licenses his sales methodology to UCL & London & Partners for their entrepreneur programmes.

Key topics and learnings:-

1. Sell the destination, not the journey:

1.1. To become a better seller, think how you'd like to be treated as a buyer.

1.2. You're probably not selling what you think you are. Find out what your clients/customers are really buying. It's usually something quite human.

1.3. Remember that people don't care about features.

2. The Trigger Point: It drives the client to need your offering at the moment that you are pitching it, not just some time in the future.

2.1. To find the trigger point for new customers, ask existing customers.

2.2. Potential buyers ask specific questions when they're really interested.

2.3. A good question to ask potential buyers is: "what makes you say that?" As it helps you understand their underlying motivations.

2.4. Selling via Zoom isn't much of a barrier because it all comes down to energy and trust in the person on the other side.

3. The Named Process Effect: Adding a name to your process gives it weight.

3.1. It gives buyers confidence and leaves them with something memorable.

3.2. Make it easy to read, write, speak and spell.

3.3. Focus on the end result and that will give you insight into good potential names.

3.4. Give things a name because people will probably do it themselves anyway.

You can find all of James' many YouTube videos here: www.jamesnewell.tv

Chat soon,

Alex @thetippytopblog

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