Windshield Wisdom #49: Are You Making the Right Offer?

 

 

So my wife and I have a running joke for every time we drive past this place on the highway not far from where we live.  

I ask her, "Hey honey, want me to pull over so you can get your free hug?"

She hasn't said "yes" yet, and once you take a look at the picture, you will probably guess why.  

Apparently the offer I'm making isn't one that sounds good to her, and I can't blame her for that.  Let's be honest, would you stop?  

There's an art to making the right offer...to the right prospect...at the right time, and that's what this week's Windshield Wisdom video is all about.  

Three Big Takeaways

1.  In banking we do it all the time, but if you're offer doesn't solve their problem, it isn't an offer worth making.  You can do lasting damage to your personal brand in the community if you screw the offer up in the first place.       

2.  Knowing why they have decided to solve their problem now...

Continue Reading...

Talk Value Like The Top 10%

 

Want to Sell Value Like the Best?  Communicate Real Benefit Instead.


Did you like this? If so, please share it with everyone who is looking for the only way to communicate their value that is guaranteed to resonate with their prospects.  – Matt


Summary:

For most of us it's time to make a change in how we communicate with our clients and prospects.

I probably spend 75% - 80% of my time with clients teaching relationships. Which, if you think about it, makes perfect sense. Without the ability to build relationships, your business is dead before it even gets off the ground.

Why then do I spend so much time during my Windshield Wisdom talking about how to communicate value?

It's simple really. Because most people are actually pretty good at building relationships, they just have no idea how to leverage them to make business happen.

Let me illustrate the point by telling the story of a phone conversation that took place yesterday...

I was talking with a business owner...

Continue Reading...

The Discovery Call Is Dead

 

Want to Close Sales Faster?  Rethink Your Approach to the Discovery Call.


Did you like my Wisdom? If so, please share it with anyone who is looking for a more efficient tactic to completely understand their customers – Matt


Summary:

I admit "The Discovery Call is Dead" is a pretty strong proclamation.  After all, in my years as a sales coach I've been on hundreds of them.  The problem is I keep seeing some pretty entrenched trends in those that use it.  My experience has shown me 5 potential casualties when people try a discovery call...

  1. The information you gain isn't as deep.
  2. The relationships you build aren't as strong.
  3. The value you provide isn't as clear.
  4. The transition to the next step isn't as clean.
  5. The sale takes longer to close.

Now I would like to point out that you still need to go through a process that allows your to gather information, find your value and propose solutions, then ask for the sale.  For the last several years I've been...

Continue Reading...

Please Don't Vomit On Your Customers

 

Avoid Product Vomit With These Presentation Tips


Did you like my Wisdom?  If so, please share it with anyone who would love a value-proving tactic which helps them only share the information that has the greatest impact for their customers.  - Matt


Summary:

I feel the need to come clean right from the start.  Hopefully you don't feel misled, but I've never actually had any of my sales teams or clients puke on a customer or prospect, at least not literally.  So for those of you who got all excited about this post, believing it was going to be some hilarious story about a burrito lunch gone horribly wrong, not sales presentation tips...I apologize.  Instead let's talk about an entirely different kind of projectile emission that can produce outcomes that are almost as tragic...

Product vomit.

It's as disgusting as it sounds, so set aside your lunch and take the only known cure in this week's Windshield Wisdom.   

Full Transcript:

When you're...

Continue Reading...