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You Sell How You Buy

Did you know that you SELL how you BUY?

Here’s what I mean:

Stacy is an SAAS AE that sells to Enterprise-level accounts.

When she started, she struggled with hitting quota.

She was frustrated because before this..

She had excelled selling to small businesses.

After working with her, it became clear she was SELLING how she BUYS.

Here’s what I mean:

Stacy grew up without much so she has always been frugal.

When she was selling to SMB’s..

It was easy to sell $50/month software packages.

If she had a business, she’d have no problem buying programs like this.

With her new company, she was now trying to sell six-figure packages.

If Stacy had a business, she would personally be very HESITANT to invest six-figures into software.

Since she sells like she buys, the prospects would hear her lack of confidence on sales calls.

From the words she used..to how she would say it.

This would lead to her not getting the sale.

We started working with her and now she’s destroying quota.

This applies to all sales processes.

If you sell luxury cars but you own only cheap cars, it’ll be hard to sell.

If you sell steaks but you’re a vegan, it’ll be hard to sell.

If you want to sell more, you need to start shifting how you buy.

Do you agree?

#sellmoresellbetter #sales

Comments

  1. This is absolutely powerful!

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