In Mastermind, Sales Training

Mastermind, Donald Kelly, The Sales Evangelist, Best Sales Podcast

Nobody wants to lose anything of course. But do you care more about losing something rather than actually gaining something? This is something you need to think about if you want to achieve success in sales.

In last week’s episode, I mentioned that 74% of executives indicate that they give their business to the company that established buying visions as opposed to 26% who do a side-by-side comparison.

Today, we talk about value-building to establish what has been shared last week. One of the things our community members in TSE Hustler’s League wanted to focus on more was ways they can improve their ability to express value to their prospect.

See, if you’re closing only one out of five leads for example, there’s something really, really wrong.

Here are the highlights of today’s episode:

What is Loss Aversion?

It means being afraid of losing things more so than you care about gaining something. So you would rather not lose money than worry about gaining it.

People are 2x as motivated to change a behavior or make a decision to avoid a loss as they are to achieve a gain.

And this concept of loss aversion is common among many of us, including your prospects. Therefore, it is your job as a sales professional or entrepreneur to create that buying vision within your prospects so they can gain more success and generate more money.

  1. Understand their status quo.

What’s causing them to not move forward? What’s hindering them from being successful? Typically, the status quo of clients is that they’re losing out on opportunities.

  1. Point out how your prospect is losing money.

This is where the idea of insight comes from where you bring more to the table something prospects may not know already. Show them and establish that this is not working. This is where they’re losing money. And this is where you need to fix things.

Obviously, your goal is to help them make money but it’s going to jump to them more if you can establish the loss, the loopholes, or the leaks within their company.

  1. Create a buying vision with your prospect.

Share a story that can validate this. This helps your client create a buying vision by creating a picture in their head as to how their pain point can concretely affect them. Establish the loss. What are they losing right now by staying in their status quo. Help your prospect recognize their loss.

Today’s Major Takeaway:

Nothing ever worthwhile is ever easy. If you want to stand out, be different. Bring something to the table. Bring value and don’t look like your competitors.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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