Great Example of a Challenger Sale Marketing Video

Here’s a great example of a video from TaylorMade that takes conventional wisdom and turns it on its head.  Having a polarizing perspective and pushing people out of their comfort zone can help you differentiate your offering and drive greater value for your customers.

These Retailers Didn’t Get My Money (But They Could Have)

I was recently in the market for a Nomos Orion 33 Rose.  The thing is, I needed it immediately.   So I hit Google and called four local retailers. Here’s how the conversation went with every retailer: Me: “Hi my name is Josh and I was wondering if  you have a Nomos Orion 33 Rose in stock?” Retailer: “Let me check, please hold.  LONG …

How & When To Ask For A Referral

Got a great tip today from master sales coach Paul Castain. Get in the habit of asking for referrals when your customer is in the “honeymoon phase” (probably shortly after you deliver your offering).   Don’t be shy about this.  Do it religiously.   Here’s some phraseology Paul recommends when asking for a referral:   ‘Lisa, is there anyone you can think …

How To Respond To “Can You Send Me Some Information?”

I recently role-played my pitch with sales superstar Juliana Crispo. One of the objections she threw at me was one I hear all the time: “Sounds good Josh, but can you send me some information?” Most of the time when this objection comes up it’s because your potential customer doesn’t see how your offering can help them. Juliana’s advice?  Bring up the elephant in the room …

A Cold Email I Didn’t Delete

Dwayne Lutchman, an Account Executive at Ideal Candidate, got my attention with the email below.   You can steal this email immediately, but that’s not the most valuable thing about it.  It’s the “teardown”–the psychology of why the email is effective–that will help you craft the best email for your audience.   Subject: Congrats on the “50 on Fire” Award From Chicago Inno! …

Negotiation 101 – Stop Being Needy

I recently listed some furniture on Craigslist for $1200.  By not being needy, using silence (lengthening the duration between texts), and creating scarcity, I was able to get my full asking price. Here’s how the negotiation unfolded:   Thursday: The buyer plays good cop/bad cop and tries an assumptive close   Friday: My response Buyer’s response (immediately) Me – No response     Saturday: Buyer’s response   …

3 Kick-Ass Follow Up Email Templates That Replace “Just Checking In”

I recently had a conversation with Elena Valentine, the CEO of Skill Scout, about how to follow up with a potential customer that has gone cold without sounding “sales-y”. Here’s the mindset: To keep the love alive and diffuse sales pressure, you need to show that you care in every interaction while sounding human.   Here are three “caring and human sounding” follow-up templates that have worked for …

What Entrepreneurs Can Learn From Canon

LOVE this reminder from Canon  – your customers don’t care about your product, they care about what your product enables them to do better. A Canon customer thinks: “I am amazing.  You should see what I can do with this Canon Rebel.  Look at these awesome pictures of my grandchildren.” What can your customers do with your offering that they couldn’t do before? For more …

Get Missed Meetings Rescheduled 80% Of The Time

It can be frustrating when you show up for a meeting and your potential customer stands you up or cancels.   Next time you get a no-show, try this technique to get your meeting back on the books 80% of the time:  Send an email like this: “Hi Bob, I’m sorry you weren’t able to attend our [DATE & TIME, ex. Wednesday, 2:30 PM] meeting. I’d …