Hey, Scott from The Sales Mastermind here.
Today’s edition can be read in 2 minutes.
Moving a buyer from first impressions to $$ is tough.
Yet this is what sales actually is.
9 reasons founders struggle to convert first meetings into won business:
1. Thinking buyers care WHAT you do.
Buyers are always thinking “what’s in it for me”, speak only to that.
2. Making the buying journey messy.
A buyer usually only has 1-3 priorities, sell only to these and stop talking about anything else. The rest is a pleasant surprise when they become a customer.
3. Staying too low or aiming too low.
Individual contributors are rarely buyers. They can put you in touch with buyers if you ask nicely.
4. Thinking the product is more important than the process.
Most people will love your product/demo/pitch. The hard part is helping them to get from excitement to solving the actual problem they have
5. Forgetting most B2B buyers don’t actually buy that often.
A founder might need between 5-10-50 sales per year, a buyer might make 1-2 purchases a year. Sellers need to teach buyers as if it is their first time.
6. Not giving your contact/s enough support.
More than half of the buying journey happens without you (over 57% according to RAIN group). Empower your buyers with support and collateral to sell without you.
7. Pushing the wrong people at the wrong time.
Most contacts can only say no, very few can actually say yes. Never push a “No’er” to say yes or they'll revert to the only answer they can give.
8. Having a timeline that ends at signature or payment.
Sellers are often finished at payment. The buyer's timeline doesn’t end until the problem is solved. Sell to their timeline not yours.
9. Lacking flexibility.
Any buying journey is a team sport, the buyer needs to be an equal part in co-creating the journey.
What did I miss?
Are there any of these you’d want me to expand on?
And that’s a wrap….
Something a bit different today - let me know what you think! it to a friend
Until next time,
Scott Cowley