Sales Excellence with Bill Stinnett

08/20/2022

05/27/2021

Once upon a time business professionals used to agree to an hour-long meeting with a salesperson for some pretty lame reasons . . . 👇

1. "Bob Smith suggested I reach out to you.”
2. "I'm going to be in your area next week."
3. Even, "I'm new to my company and I'm meeting with several local business leaders to . . ."

Uh . . . Times have changed a little!

These days a lot of salespeople are practically begging their customers . . .

"Can I have 15 minutes of your time?”

Shoot, some are even giving out Starbucks gift cards in exchange for "15 minutes of your time."

I've just never felt like paying a prospect to stand still while I talk at them for 15 minutes is a very conducive environment for becoming their trusted advisor.

You know? 🤣

Maybe instead of trying to cajole your customer to give you 15 minutes of their precious time to talk about whatever YOU want to talk about . . .

Sell them on what they’re going to GET out of an investment of 15 minutes with you! 💥

Like this:

Mr. Johnson, after a quick phone conversation . . .

"You’ll know . . .”

“You’ll be able to . . .”

“You’ll have all the information you need to . . .”

"You'll know exactly what to do about . . ."

“You’ll be able to decide . . .”

Explain what THEY will GET out of a 15 minute conversation with you.

THEN see if they want to take you up on it! 🙂

PS - If you have no idea what they will get out of it? Maybe don’t bother them until you do.

05/25/2021

I’ve built my entire sales career selling customer outcomes . . .

Many times when the way to achieve those outcomes didn’t even exist yet!

Anybody can sell a product once it’s proven . . .

once you can test drive it . . .

once you’ve got a boatload of reference clients.

Here’s to the salespeople who are out there selling the future!!

Painting pictures your customers didn’t even know were possible!!!

Want to create your own market where you have no competition?

Sell the Dream!

Then, Build to Suit!

Who’s with me? 😀

03/02/2021

10/07/2015

How do you put yourself in a strong negotiating position? Bill explains the precursors for effective http://ow.ly/T7iUP

Sales Excellence founder and president, Bill Stinnett, explains what he calls the "precursors for effective negotiation." Learn more at...

09/29/2015

How do you get customers interested in what you sell? Bill has some thoughts on this. https://youtu.be/0i2olgh36ZI

Bill Stinnett, president and founder of Sales Excellence, Inc., talks about why "no one is interested in whatever it is you sell"...and what to do about it.