In Sales Training

Opposite, Value, New Client, Sales Training Today’s snippet from the TSE Hustlers League is all about what I keep on saying to everyone. Do the opposite of whatever everyone else is doing. And I’m going to show you how you can execute this in terms of valuable content that you share with your clients. Sure you can provide useful, relevant content but is it something that they already know?

Here are the highlights of today’s episode:

  1. Point out things your prospects will lose by not doing something today.

Point out the things they might lose and not necessarily the things they will gain.

  1. Provide unique data or information to your prospect that they don’t know.

Provide stuff that will wow your clients. Make sure the data you provide to clients is something opposite of what most people will think right now. Bring something to the table that’s totally new and contrary to what others are doing.

Example:

Pretend you’re speaking to a principal about this new drug prevention program. You share stats about fighting and all the things that come from doing drugs. Even though they’re interesting stats, they don’t really tell you to do something about it. It’s just sharing stats people already know.

Here’s how you can twist this:

Show the principal that there’s no scientific evidence to prove that the DARE program worked or that 70% of schools using it are still seeing issues. Stats actually show an increase in the use of drugs, alcohol, and tobacco among kids because you’re telling them more about it and they’re probably getting rebellious against.

The counter-intuitive part:

Everyone knows the program is great and powerful. But if you can show them it’s not working, how much more powerful would that be? How much will this make you stand out against the crowd.

This, my friends, is what I mean by bringing something different to the table. Now try to relate this to sales. Is there a way that you can bring something new to the table that they don’t already know?

Episode Resources:

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

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