From Invisible to Irresistible

Posted by John Livesay in blog 0 comments

The old way of salespeople doing projections is to assign prospects a percentage and then decide how many people are at the different levels to determine the total sales for the week, month, and quarter. As a sales keynote speaker, this is one of the biggest challenges I see in every industry.

The problem is NOBODY thinks of themselves as a percentage.

Instead, it is time to put on your empathy hat and start asking, “Where do potential clients see me on this ladder?” As a sales keynote speaker, I have many audience members telling me how help this is:

Invisible:

People never heard of you or your company. This is a good place to put your big targeted accounts on as a starting point.

Insignificant:

They have heard of you, but what you offer is not significant to them. You hear things like “We don’t need that now” or “We have somebody else we use.”

Interesting:

This is where you fall into the trap of thinking they will be buying any minute, but instead you are “Stuck in the friend zone at work.” Just because they say they are interested, does not mean they are going to buy.

Intriguing:

The best way to intrigue someone and get out of the friend zone at work is to tell a story that paints a picture that makes them lean in and say “Wow! Tell me more.”

Irresistible:

The clients at this rung of the ladder love you. They might even send you referrals. The danger is that like any relationship, you can start to take them for granted and lose them to a competitor.

If you want to have me as your next sales keynote speaker and help your team learn how to use this invisible to irresistible ladder to become revenue rockstars, contact BBN Creative Management.