“Battle cards.”
“Overcome objections.”
“Hunters.”
“Aggressive.”
“Hit your target.”
“Crush”
When your intent is to “battle”, “crush” and “hit targets” you behave in ways that feel salesy & manipulative.
When prospects feel the pressure they pull away or give you a fake “yes” to get off the phone. You book the meeting but your prospect is a no-show.
Here’s how to rewire your brain to be less salesy.
Original
“Hitting targets.”
Revision
“Serving others.”
Original
“Overcome objections.”
Revision
“Understand objections.”
Original
“Hunter.”
Revision
“Opener.”
Original
“Aggressive.”
Revision
“Calm.”
Orignal
“Crush/Kill.”
Revision
“Be curious.”
Original
“Book meetings with everyone.”
Revision
“I’m not for everyone.”
Original
Keep chasing prospect’s that don’t respond
Revision
Let go. Send a one-sentence email “Have you deferred the project?” (Chris Voss). Then move one.
Original
“Push.”
Revision
“Pull. Give prospects space to discover their own reasons for switching.”
Orignal
Pitch
Revision
Poke the bear. Ask a question that makes prospects think differently about their current solution. Example for Adam’s Grit Guard Bucket – “How do you know your wash mitt won’t scratch your car?”
Different thoughts.
Different behaviors.
Different results.