The Salesby5 Blog

Last year, most businesses experienced people not making decisions. Two of the reasons they did not make decisions:

1. Buyers did not have to buy and they could prolong the decision to not spend money
2. Buyers did not have clarity from the seller on what benefit they might get. In fact, most indecision is caused by having only 24% of the knowledge and information needed.

Good news:

2010 can be better or even great, but your messages will need to reflect absolute clarity. You have 10 seconds to pitch. The sooner you have me selling ME on buying your product or service and you stop talking, you win.

Consider these tips to help you win:

Turn your features into benefits
The benefits are why I should care
The reason to believe you are able to deliver that benefit closes the sale
If you are not unique, you’d better be cheap. If you are unique you better be able to tell me how and why in 10 seconds.

Ready, Set, GO!

Photo by San Antonio Photography

Jack Daly rocked the house yesterday in Orlando at the Fortune Small Business Sales and Marketing Growth Summit. One of the great points was that it’s the culture that matters. As he stated, Microsoft has great benefits and great pay. They have a market share the is enviable. Guess what? People are leaving to Google. Why? It’s the culture! People want to be part of a winning team AND enjoy the adventure. Microsoft is holding tight to their products and services, Google is here to try and change the world (just how Microsoft USED to be). Google has captured their people’s hearts, hence the cult-like following.

We experienced a great culture to and from Orlando – Southwest Airlines. The chatter from the cabin went something like this. “This is your captain speaking. It seems that most of you made it on this plane alive… If you are needing a bit more light, press the button above you that looks like my haircut. I think they should add a smiley face on it. Now that I think about it, if you have a smiley face sticker, please place it on the button… Just want to let you know that the bathrooms have cameras. They only activate if you smoke, though. Maybe that’s why the bathrooms are so small. If you find the camera in there, will you let me know where it is please? Thank you.” Have you ever heard this banter on a Continental or American flight? Even now, when the domestic airlines are doing terribly, Southwest Airlines still has over 80 people apply per job. I think I know why. Do you have a culture that fires people up to work at your company?