Podcast episode
Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
30 Minutes to President's Club8 Dec 202133 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Disclose “often withheld” information around pricing, competition, weakness, and implementation. * Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise. * Pressure test how your champion’s willingness to change, which will help them sell to the committee. * Utilize emotionally charged messaging to attach with a deeper need than just product features. ====================== Belal’s Path to President’s Club: * Community Leader of #Death2Fluff * 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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the fear of loss, not the pleasure of gain. So you'll commonly see in like sales messaging, some seller being like, you know, we helped generate 300% ROI for our customers. And it's that's not what they care about. What if they didn't get that 300% ROI? What is the opportunity “So flip it on its head and talk about what you stand to lose,” not the time you can gain or the money that you could save, but the money you could be wasting if you do it this way instead of the way we offer. So get that loss aversion into your messaging. Beautiful. What's number two, Belal? The number two is about emotionally
that's not what they care about. What if they didn't get that 300% ROI? What is the opportunity cost of sticking with the status quo? So flip it on its head and talk about what you stand to lose, not the time you can gain or the money that you could save, but the money you could be wasting “if you do it this way instead of the way we offer. So get that loss aversion into your messaging.” Beautiful. What's number two, Belal? The number two is about emotionally charging messaging. So this ties very well with number one. So a really great copy uses certain words that like trigger the limbic brain of your buyer and get them kind of emotionally involved. And you'll see like restaurants doing this when they talk about,
buying committee. However, you can pressure test how well your champion can convince the buying committee. In other words, you can suss out their real willingness to change by asking them, hey, what is that critical event you're driving towards? How are you going to help us multi-thread, etc. And then lastly, number four, you have emotionally “charged messaging. You have things like talking about loss aversion instead of talking about” all the features and benefits in your outreach. Alrighty, Nick, how can people help us out here? Well, there's a reason Belal came back for round three. It's because rounds one and two were so good. I highly recommend if you have not listened to his first episode where
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