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Perry Marshall Shares Why Solving Problems Will Never Go Out of Style
Read your prospects to sell how they want to buy
Stream below or right click here to download the episode.
Sales Tips you’ll learn in The Sales Podcast…
Solving problems vs peddling products will never go out of style
Successful entrepreneurs and sales people navigate the people problems to make every sale
Selling is not WOWing, it’s disqualifying!
Your prospects should be able to tell that you’re trying to find out if you should even be speaking to them
“I probably can’t help you so I’m going to find out as quickly as I can so we can move on.”
The 5 Power Disqualifiers from John Paul Mendocha
They have the money
They have a bleeding neck
ER visitors with a broken arm get a clipboard
ER visitors with a bleeding neck get all the attention immediately
People in big pain write big checks quickly
Stop selling prevention—it’s 16x more difficult to sell even if it’s 1/1000th as expensive
Sell the cure
The “should-be” world doesn’t pay so focus on the “is world.”
They buy into my USP (Unique Selling Proposition)
They can say “YES!”
What I sell fits into their overall plan
Activity does not equal productivity
Get to the truth, not the sale
Most agencies that say they are experts at Facebook Ads or Google AdWords are not experts
Don’t even both doing paid advertising on these platforms unless you’re willing to get educated
Do you have a killer offer or not?
What kind of guarantee can you offer?
This will screen who buys from you
Tom Hoobyar made an unbelievable guarantee when he was in the pharmaceutical space and it paid off big time to beat a $100 million competitor when he was just a $5 million company
He ended up securing 90% of the market share
National advertising on Google is tough now
There is more wiggle room with Google on the Display Network and Google Shopping and Local
Links Mentioned In The Sales Podcast
Visit Perry Marshall’s home on the web
Follow Perry Marshall on Twitter
Find out if Facebook Advertising is for you
Find out if Google AdWords is for you
Get Perry Marshall’s “80/20 Sales & Marketing” book