The best sales strategy is to break your buyer’s journey down into its fundamental steps and then help prospects move across them.
I recently explained this to a student inside Salesman.com Academy who owns a business that sells physical goods into the fortune 100 and it blew her mind.
Before the consulting call where I ran through fundamental steps of her buyer’s journey, she was using a bunch of sales software tools, trying to implement fancy sales methodologies that she’d read online, and was constantly reinventing her sales process.
It was a mess, she was burnt out and she wasn’t closing deals.
After our consulting call, she got rid of everything and started from scratch. Within a week she’d build out her fundamental sales steps and instantly had clarity on what she needed to do each day to get deals over the line.
Now when she put energy into her selling system, she got equal reward out of it.
So, if you feel overwhelmed, have 6 sales cadences that don’t book meetings, and you’ve watched lots of sales videos, but nothing has changed for you…
Then you need to take a step back and realise that your buyers only have to pass through 4 steps before they pay you:
Step one – Find a person with a problem that you can solve.
So, getting practical here, is feasible to find a couple of people today who have an issue that your problem solves?
Yep, of course it is.
Step two – Help that person see that your product is going to solve their problem.
Now, outside of sales, have you ever helped someone change their mind about something?
Yep, of course you have.
That means that you can help your prospects agree with your perspective that your product can solve their problem.
Step three – Help them calculate whether the cost of their problem is more than the cost of your solution.
If you asked your prospects how much their problem was costing them each quarter, could you do then the math and see if they’d get a strong return on investment if they bought from you?
Yep, of course you can. The maths is simple.
Step four – Close the deal.
If it looks like your prospects will get a positive ROI if they work with you, are you capable of asking the question “does it make sense to get started?”
Yep, asking questions is easy.
And that is it.
You can run prospects through this sales process if you’re selling to one person. You can run the same process across multiple people and then bring everyone together at the end to ask the “does it make sense to get started” question in complex, multi stakeholder, B2B deals too.
When you really remove all the AI generated emails, the weird manipulative selling tactics and the emotional baggage that you have about sales being gross and slimy…
Selling really does become simple.
Find someone with a problem, help them see that you can solve the problem, calculate the ROI, and ask if it makes sense to get started.
That is it.
Thinking about sales this way instantly eliminates the most common issues that sellers have:
Struggling to book meetings?
It’s because you’re either speaking to the wrong people or you don’t know who your buyers are and the pains they are have.
Spending lots of time “nurturing” prospects?
It’s because you are bad at influencing them to see your point of view.
Your prospects jumping on the initial call and then ghosting you?
It’s because you’re unable to demonstrate the return on investment of your product and so there’s no logical reason for them to stay in touch.
Getting prospects right to the end of their buyer’s journey and then they never commit to getting started?
It’s because you’re not asking for the business as you have baggage in your subconscious about being a slimy salesperson.
Having trained thousands of salespeople and business owners over the ...