How Deep Do You Dig?

Five seconds of silence in a sales conversation or pitch meeting can feel like an eternity. Yet learning to “hold the space” could be your most powerful sales tool.

That’s what you need to do when customers and prospects give vague, unspecific answers to your attempts to understand their needs.

With a little courage, there is a very simple technique you can use that will help you elicit the information you need to shape your pitch. Play the video to see how this works.

#dominiccolenso #sales #resilience

Imagine…

I can’t think of a single time that a spreadsheet or graph on its own has persuaded me to buy something. Can you?

I can see all the rational benefits and still not be moved to make a purchase.

The same goes for your prospects unless you change the game. Imagine how much easier it would be to close sales if you could just get them to truly engage. How would that feel?

Watch this short video to tap into the power of your prospects’ brains.

 #dominiccolenso #sales #impact #leadership #resilience #communication

Facts Tell, Stories Sell.

Never let the facts get in the way of a good story. That’s usually meant as a criticism of politicians or sensationalist journalism but it makes an important point.

Humans are hard-wired to respond emotionally to a powerful, evocative story. So why do we so often abandon that in our sales conversations?

Want to strike the right balance between data and narrative? I’ll show you how in this video.

#IMPACT #Leadership #Breathe

Fix Your Sales Pitch in Under 90 Seconds.

The starter’s gun fires. The sprinters drive hard off their starting blocks and seem to fly over the hurdles in their lanes. It’s neck and neck until all of a sudden the unexpected happens. One of the athletes clips the top of the last hurdle and tumbles headlong to the ground, with the winner’s tape tantalisingly out of reach. Sadly, that’s what happens time and time again to sales presentations that have been otherwise well prepared and faultlessly delivered - until that final moment. Result? No sale. Want to know how to fix this in less than 90 seconds?

#dominiccolenso #sales #impact