Sales is a form of service. You know you have something valuable to offer a potential client, but you may not know how to help them see that. How do you sell through storytelling and a genuine offer? All you have to do is listen to what they need, and answer the “5 Why’s” you’ll learn in this episode.

In this info-packed episode:

• Leave your prospect having taught them something new, regardless of whether they say yes to your offer
• Filter your clients
• Use “I” language
• You are are the differentiator… especially in a saturated market
• Let your prospect talk
• The contact method that’s far better than calls or emails when you’re talking with prospects
• And of course, the 5 Why’s!

 

1. Why me?
2. Why you?
3. Why no one else? (Get specific! This isn’t trash talk— give them questions they can ask your competition)
4. Why this?
5. Why now?

Find the SmashNotes summary for this episode here.

 

Episode References:

Episode 12: The 5 Obstacles You’ll Face in Sales

Episode 3: Balance is Stupid - Try This Instead (work-life integration)

 

The Straight Truth - Anything other than a yes is a no (or… a not now!)

 

The One Thing: Shut up and listen when you walk into a sales meeting— they want & need to tell you their pain points; all you have to do is listen.

 

Connect with Rick on Instagram, Facebook, Twitter, and LinkedIn (@mrrickjordan)

 

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Rick’s company: ReachOut IT

 

Production Credits