Have You Defaulted To The Wrong Extreme During The Coronavirus Pandemic?

I have to say that I’m incredibly disappointed with some of the sales advice I’m coming across during these crazy times, and;

Quite frankly I’m a bit worried for you guys!

Some are telling us that we shouldn’t prospect at a time like this.

Well, that’s certainly one extreme and a really quick way to go broke right now!

The other extreme is that we carpet bomb the sh*t out of our prospects with messaging.

That’s another extreme and its a great way to come across as insensitive.

There are “thought leaders” stating that you stop trying to sell your deals that are in progress and simply be kind.

Are you f*cking kidding me?

Your best solutions are the premium ones that you sell.

Also, try and pay your mortgage, put food on your table, and save jobs of support teammates at your company on kindness.

So that’s one extreme!

The other extreme, is that you once again, bombard your prospect with pressure, pitches, and commission breath!

This is a great way to come across as desperate and all about the money instead of being all about the client!

So what happens?

The average sales rep reads this garbage and decides to tap out instead of finding a middle ground!

And there absolutely IS a middle ground here folks!

Its called balancing a more sales driven message with a more value driven message.

I refer to this as “one off/one on” messaging and it gives you a healthy mix of pure value and caring, with;

Sh*t that you need to do to pay the bills.

Example of “one off/one on” messaging during Covid-19;

Send along something helpful like a link to an article, an app, work from home tips. Introduce your prospect to someone that can help them, buy from them, etc. Send along a no strings attached idea.

For your next message, have a “call to action” suggesting a quick call, a demo, etc. Send “evidence” to help reduce fear, doubt, etc in embracing your solution.

And the best part of “one off/one on” messaging is that you can vary the ratio to 2:1, 3:1, etc. As my buddy Bob Ross used to say “You can do anything you want in your world”.

One more thing;

Hoping that those of you who have tapped out during this mess;

Will get back in the game understanding that it’s perfectly acceptable to sell during these times, but;

You need to balance sales with pure value!

HOW Can You CLOSE DEALS DURING COVID-19? Here You Go!

Mark your calendar to join us starting next Friday (May 1st) for a special online course to help you close business during Covid-19!

Here’s what you’ll gain access to;

Session I Solidifying Your Deals

How To Find Someone More Likely To Say “Yes!” During Covid-19.
The One Question You MUST Ask The Minute You Set The Appointment.
2 Ways To Lower The Probability Of A No Show And Help You Stand Out!
A Template To Help You Take Immediate Control Of Your Opportunities.
The One Question That Maximizes Your Time With Your Prospect.
3 Ways To Keep Your Deals Moving Forward WITHOUT Being Insensitive.
How To Create An Early Warning System So You Know When A Prospect Has Urgency or Has Lost Interest.
3 Types Of Questions That Create Buy In and Momentum.

Session 2 Nurturing Your Prospects Into Clients

3 Nonnegotiable Action Items To Complete After Each Prospect Meeting.
The 3 Most Important Things To Reinforce Between Meetings.
How To Give Your Prospect A Gentle Nudge WITHOUT Being Pushy or Insensitive.
5 Action Items To Consider When You Think You’ve Been “Ghosted”. (I’m going to send you two templates that have worked really well for my coaching clients).
A 10 Point Communication Plan (With Templates) To Help You Stay “Top Of Mind” and Gently Guide Your Contact From Prospect To Client.

When?

Session 1 Friday, May 1st from 11:30 am – 12:30 pm EST

Session 2 Friday, May 8th from 11:30 am – 12:30 pm EST

Can’t join us live?

What’s included?

(2) 60 Minute Online Training Sessions With Actionable Tips

Session Replay From Each Session

7 Templates

1 Follow-Up Cadence With Scripts and Templates

How Much?

$199

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