What is the best sales advice you've learned and can impart?

[BPH1994]

Not looking for quotes or things that simply sound good, but advice, resources, formulas, etc you've learned and implemented that significantly changed your approach and results.

This stems from my own sales efforts falling short, and since I can no longer afford to run ads for my SAAS business I have to find ways to sell through "colder" channels.

I think I've got a good product that solves a problem, but maybe I'm not doing a great job communicating its value or finding the right customers.

So, what worked for YOU?

 

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[Vamsi Interviews]

Not looking for quotes or things that simply sound good, but advice, resources, formulas, etc you've learned and implemented that significantly changed your approach and results.

This stems from my own sales efforts falling short, and since I can no longer afford to run ads for my SAAS business I have to find ways to sell through "colder" channels.

I think I've got a good product that solves a problem, but maybe I'm not doing a great job communicating its value or finding the right customers.

So, what worked for YOU?

I can't say this has worked for me because I haven't applied it yet. But I've heard lots of good things about Alex Hormozi's CLOSER framework.

He also has a longer talk on his entire sales process, including mindset and practical tactics.

I also think the section from Win Without Pitching about sales is invaluable. Namely that sales is not about persuasion, but rather about identifying a need between demand and supply and facilitating next steps.
1. Help the unaware
2. Inspire the interested
3. Reassure those who have formed intent

What did you find about your process didn't work for you during sales?

 

[Kevin88660]

Offer something in demand cheaply or for free.

Get the customers in the door first, in large numbers.

Then try to win them slowly.

If it takes weeks or months to warm one out of 20 cold leads, there is no short cut in the time needed without risking a backfire despite what many guru will try to sell you a secret sauce.

But if get as many people in your door first, mathematics will take care of itself.