Mark Firth

𝘼𝙎𝙆𝙄𝙉𝙂 𝙌𝙐𝙀𝙎𝙏𝙄𝙊𝙉𝙎 𝙞𝙨 𝙩𝙝𝙚 𝙒𝙊𝙍𝙎𝙏 𝙒𝘼𝙔 𝙏𝙊 𝙂𝙀𝙏 𝙆𝙀𝙔 𝙄𝙉𝙁𝙊𝙍𝙈𝘼𝙏𝙄𝙊𝙉 𝙤𝙪𝙩 𝙤𝙛 𝙔𝙊𝙐𝙍 𝙋𝙍𝙊𝙎𝙋𝙀𝘾𝙏𝙎⁣

Or start conversations in LinkedIn Messenger

Here’s why…

How many questions like this do you get in your inbox every single day…

‘Whats your number 1 priority in your business right now?

Or

‘I help x with x, would this be of interest?’

And so on and so on

And how many do you actually respond to?

Exactly

Its the same on sales calls - everyone with the same script

Question based selling is still taught in every single sales training book - spin, value based selling and all the rest

An everyone knows it

And sees it coming and the guard goes up

And any successful salesperson knows that selling is most effective when people don’t feel like they are being sold to.

So, for a long time now we have been using an alternative to question based selling

We call it ‘Experts Take A Stance’

It’s a series of 3 statements on an important industry topic that lower resistance and stops people shutting down

𝗧𝗵𝗲 𝘁𝗼𝗽 𝟱 𝘄𝗮𝘆𝘀 to do this 𝘄𝗶𝗹𝗹 𝗯𝗲 𝗱𝗶𝘀𝗰𝘂𝘀𝘀𝗲𝗱 𝗱𝘂𝗿𝗶𝗻𝗴 𝘁𝗵𝗲 𝟱 𝗱𝗮𝘆 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲 𝘄𝗵𝗶𝗰𝗵 𝘀𝘁𝗮𝗿𝘁𝘀 Monday

𝙔𝙤𝙪 𝙬𝙞𝙡𝙡 𝙢𝙖𝙠𝙚 𝙢𝙤𝙧𝙚 𝙨𝙖𝙡𝙚𝙨. ⁣
𝘾𝙧𝙚𝙖𝙩𝙚 𝙖 𝙨𝙩𝙧𝙤𝙣𝙜𝙚𝙧 𝙛𝙧𝙖𝙢𝙚. ⁣
𝘼𝙣𝙙 𝙨𝙖𝙫𝙚 𝙖 𝙝𝙚𝙡𝙡 𝙤𝙛 𝙖 𝙡𝙤𝙩 𝙤𝙛 𝙩𝙞𝙢𝙚 by avoiding time wasters. ⁣

Lemme know if you want details

elling is not convincing. Convincing is what you do when you fail to sell.

Why? If people already want what you are selling then you don't need to convince

Concentrate on what happens before the sales interaction and not the sales interaction in itself