Move the Pain Forward

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It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing. If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either. If you eat bad and don't exercise for a week, … [Read more...]

How Not to Sell Your Drill

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Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill. How Your Drill Is Different Your drill might be faster than your competitor’s drill. It … [Read more...]

How to Uncover Dissatisfaction Without Alienating Your Dream Client

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When you first sit down with a contact from your dream client’s company, they may not be willing to share with you the areas where they feel an improvement might be made--or where one might be necessary. They don’t yet know you, and you haven’t yet established a relationship or … [Read more...]

Dissatisfaction and Willingness to Change

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We take our prospects where we find them. Here are four common states you may find your dream client in and what can do to help them. Not Dissatisfied, Unwilling to Change Some of the prospective clients in your territory aren’t dissatisfied, and they are are not willing to … [Read more...]

Change Occurs When You Reach Threshold

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The status quo is a warm bath; it’s soothing and comfortable. Change is a cold shower; it’s surprising, shocking, and uncomfortable. Is it any wonder your dream clients aren’t excited to change? Even when they have good reason to change, they often seek the safety and comfort of … [Read more...]

The CEO of the Problem

The CEO of the Problem

You don’t always need access to the highest levels of your dream client to make a deal. You don’t necessarily need access to the C-Suite to find the authority you need to win. But you do need the “CEO of the problem.” The title “CEO of the problem” isn’t a real title (as if you … [Read more...]

What Dissatisfaction Means (Part One)

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We use the word "dissatisfaction" to describe the gap between the status quo and some better future state. It might mean that your dream client is unhappy with something now. They might have some pain that they can point to. It might also mean they have aspirations. They might … [Read more...]

On a Positive Negative

On a Positive Negative

It’s difficult to overthrow the status quo. People don’t change without good reason. The kind of gaps that give rise to change can be negative or positive. The survival of the company is the greatest possible dissatisfaction and threat a business will ever face. That's framing … [Read more...]

Even More on Dissatisfaction in Sales Opportunities

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In theory there is no difference between theory and practice. In practice there is.     - Yogi Berra Pull up your pipeline report. Pick a live opportunity. It doesn't matter which opportunity it is, just pick one. Now, tell me why your prospective client is absolutely going to … [Read more...]

On Dissatisfaction

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People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your prospective client to do something. There’s no reason for them to take action. Your job in sales is to discover dissatisfaction or create it. Find … [Read more...]