When I sit down with a prospect, I want to know answers to the following types of questions: 1 - What's your average conversion rate? How does that compare with last year? 2 - What's your disqualification process for bad fit prospects? 3 - How often do discovery meetings show interest but go nowhere? 4 - How do you ensure you don't pitch the solution before understanding the problem? 5 - Do you talk in features/benefits or problems/outcomes? 6 - How often do prospects go quiet after the...

1. If you can't describe the problems you solve with absolute clarity (without jargon) this is where you should start. 2. If too many of your emails contain 'I' or 'we' you'll lose people in the first 5 seconds. 3. If you ever describe your solution as 'cutting edge' or 'leading' just know that this is exactly what your competitors are saying. 4. If, during your discovery meetings you're doing most of the talking, you're doing it wrong. 5. If you're building it and expecting that 'they'll...

Master this and it will change your life when it comes to sales... It requires a lot of practice and skill, but when you get it right people will sell themselves. It's difficult to do at first as we all default to the same thing - talking about ourselves & our solution. We all have the spotlight effect. Otherwise known as 'egocentric bias' - where you see the world only from your perspective, and so focus heavily on yourself. Selling effectively requires a complete reversal of this default -...