Test your message with probing questions
Pre-plan a small number of questions that you can have at the ready to confirm whether your message is resonating. Make sure they are open [...]
Translate your sales message into the language of the buying stakeholder
The outcomes your product or service delivers will be described differently depending on the perspective of the buying stakeholder. This can [...]
When developing sales messaging – adopt a customer centric perspective
This requires a level of detachment from your beloved product or service. The reality is that customers buy benefits and outcomes not products [...]
Nailing your sales message – planning for high value conversations
On many occasions when I have been the ‘buyer’ in a business, I was frustrated by sales reps who would secure a meeting with me and then proceed [...]
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