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#66 Take control over what prospects remember

#66 Take control over what prospects remember

Take control over what prospects remember

August 26, 2022

Proven strategies to grow cyber security sales

Reading time: ~1 min

Enjoy this week’s email….because who doesn’t want a bluebird every week???

The best salespeople keep it simple

Once, after a sales call, the SE I was working with declared, "What a great meeting, I was on FIRE!”

I had a different opinion...In my view, we had left the prospects utterly bamboozled.

We had talked too much and overloaded the prospect with info on features, options, approaches, processes, possibilities, and new ideas.

We had solved their problems the same way as us sending them a link to Wikipedia. And hoping they would figure out the theory of relatively on their own.

Humans can only take in so much at a time. Tell someone 20 things, and they will choose the 5 things they want to remember.

When we get into feature dumping mode and do not solve problems in sales, we lose control over what our prospects remember. Prospects want to know if we can solve their problems, not whether the product has 97 features and what they all do.

We are most effective when we are in control of the 5 things the prospect remembers by only giving them 5 things to remember!

Words matter. How we package them matters. How we explain things matters.

The best salespeople I know can simplify. Be concise but compelling. Know what's truly important to solving a prospect's problem and what isn't.

How can you simplify and be more concise?

Time for a dad joke break...

What’s blue and not very heavy? Light blue.

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