6 Pieces Of Unconventional Sales Advice

This week, I’m going to write about 6 pieces of unconventional sales advice you’re probably not using - but should be.

Everyone has heard the phrase “You need to differentiate yourself”

The problem is that most reps “think” that they are...

In reality, they're doing the same things as every other rep your buyer is talking to.

So let’s change that.

This week you’ll learn:

• 6 pieces of unconventional sales advice and why they work

• How to use them to outclass your competition

#1 Have Buyers “Sell” You

Sellers think they must try to convince buyers why they're the best fit.

While somewhat true, what’s even more powerful?

Having your buyer “sell” you on why you’re the best fit.

Not only are they telling you “how” you can win.

But they’re convincing themselves while they’re at it.

The best way to do this? Focus on disqualifying vs. qualifying.

When you do this 1 of 2 things will happen.

They’ll either agree and you can not waste time on a 💩 deal or they’ll actively try to “sell” you on why you should be in this deal.

Both are extremely valuable.

#2 Give Them Competitors to Call

Many times you’re not going to be a fit and that’s ok.

Rather than say “Sorry, we’re not a fit”...

(Or even worse trying to work the deal because you're too chicken 💩 to walk)

Add value by giving them competitors that are a better fit to solve their problems.

Not only will they appreciate your honesty...

But they’ll be back if the competitor fails to deliver.

#3 Ditch the PPT

You’ll 5x your meeting engagement if you learn how to whiteboard.

Here are 5 reasons why it works:

• It's more visual = more memorable

• You'll command more attention

• It encourages collaboration

• It provides a framework

• Simplifies the complex

If you can draw basic shapes - you can do it.

So stop making excuses.

I’m left-handed and I smear on whiteboards.

So I taught myself to write with my right hand.

You can do almost anything - it just takes effort.

#4 Discuss price early

So many reps want to hold off on sharing price.

They want to “build value” first.

Yes, you should 100% build value and quantify the problems you're solving to justify your solution.

But you’re putting your time and deal at risk if you don’t set pricing expectations early (first call.)

“Typically these projects range between $ & $ and take about X months. Is this in line with your expectations?”

#5 Ditch the “work” voice

You all know what I’m talking about, especially if you’re a newer rep.

For some reason, we think we need to transform into some “professional” voice actor when we talk with prospects and clients.

Please stop.

Buyers can see right through it.

Be yourself. Be a human.

You should talk to buyers in the same voice you talk with your friends.

#6 Send something when you lose

1 thing is certain - you’re going to lose deals.

Another certainty is “things change”

So when they do, you’ll want to be remembered.

Easiest way to do that?

Send a handwritten “thank you” card or small gift (related to something you picked up on during the process) thanking them for the opportunity & letting them know - should things change, they know who to call.

I promise - you won't be forgotten.

TL;DR

1. Have buyers “sell” you on why you’re a fit

2. If you’re not, give them 2-3 competitors to call

3. If you’re onsite, ditch the PPT and find a whiteboard

4. Don’t “hold” price until the end. Bring it up on the first call

5. Stop using a “work voice” - talk the same way you talk to friends

6. Lost a deal? Send them something to thank them for the opportunity

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