Drew Friesen’s Post

Tuesday Sales Knowledge: Understanding Sales Terms Hey everyone! Today, we're diving into three essential sales terms that can help you connect better with your customers and close more deals. Let's break down buying signals, buying criteria, and buying intent in a way that's easy to grasp and super useful for your sales game! Buying Signal: A buying signal is when a customer gives off a hint, either through words or actions, that they’re ready to make a purchase. This could be signing up for a free trial or asking detailed questions about a contract. For example, if a customer asks about delivery times, that's a strong buying signal. Catching these signals helps you know who to focus on because they’re showing they’re interested in buying. Buying Criteria: Buying criteria are the bits of info customers need to make a smart choice. They might ask about the benefits of your product, how you stack up against competitors, or the price. For instance, a customer might want to know how your software improves productivity compared to others. Having this info ready makes it easier for them to decide. Buying Intent: Buying intent is about how likely someone is to buy something. You can figure this out by watching their online behavior and seeing how interested they are in making a purchase. For example, if someone frequently visits your pricing page, their buying intent is high. Understanding these terms can make a huge difference in how you approach your sales strategy. Happy selling! #SalesTips #BuyingSignals #BuyingCriteria #BuyingIntent #SalesStrategy #CustomerEngagement

highlighting the importance of focusing on the need and value rather than just the price when closing high-ticket sales. Insted focuse on these elements ! 1 - Need and Urgency : People make purchases because they have a problem that needs solving. When you demonstrate how your product or service meets their specific needs and addresses their pain points, the price becomes secondary. The urgency to resolve an issue or achieve a goal can often outweigh concerns about cost. 2 - Perceived Value : The value of a product isn’t just in its features but in the outcomes it delivers. If the buyer perceives that the benefits they will receive far exceed the price, they are more likely to purchase. This is why emphasizing the return on investment (ROI) is crucial in high-ticket sales. 3. Status and Power : Beyond practical needs, many high-ticket purchases are driven by the desire for status, recognition, and influence. Products that enhance a person’s status, whether in their personal or professional life, often justify higher prices. By positioning your product as a tool that elevates the buyer's standing, you tap into deeper psychological motivators. So, instead of worrying about the price, a beginner closer should focus on: 1- Understanding the Prospect’s Pain Points : Dive deep into what the prospect needs and why they need it now. 2 - Articulating Value Clearly : Demonstrate how the product or service will provide a solution, improve their life, or boost their status. When these aspects are communicated effectively, the high price becomes justifiable and even desirable.

You aren’t losing sales because you can’t sell. It’s that you can’t diagnose. You’re losing them because you don’t understand how to diagnose your customer problem(s) and how the problem(s) drive the sale. Your product doesn’t drive the sale. The problem does, and if you can’t diagnose the problem, no sales skill or any other sales training is going to help you. When you reach out to get just “15 minutes” of your buyer’s time, It’s not going to happen if your buyer doesn’t have a problem you can solve. That’s why you get no answer to 99% of your cold emails. They don’t highlight a problem that resonates with the buyer. It’s why you’re losing 80% or more of your deals. The buyer has determined the problem isn’t worth solving after all. You get beat up on price because solving the problem isn’t worth what you’re asking. You see, the problem drives the sale. Being a great salesperson means being able to diagnose the customer’s problem And understanding the impact of the problem is having on their business. #sales #revenue

𝘴𝘪𝘯𝘤𝘦 𝘐'𝘷𝘦 𝘣𝘦𝘦𝘯 𝘴𝘩𝘢𝘳𝘪𝘯𝘨 𝘵𝘩𝘰𝘶𝘨𝘩𝘵𝘴 𝘳𝘦𝘤𝘦𝘯𝘵𝘭𝘺 𝘰𝘯 "𝘴𝘢𝘭𝘦𝘴 𝘥𝘰𝘯𝘦 𝘙𝘐𝘎𝘏𝘛", 𝘸𝘢𝘯𝘵𝘦𝘥 𝘵𝘰 𝘴𝘩𝘢𝘮𝘦𝘭𝘦𝘴𝘴𝘭𝘺 𝘳𝘦𝘩𝘦𝘢𝘵 𝘢 𝘱𝘰𝘴𝘵 𝘰𝘧 𝘮𝘪𝘯𝘦 𝘧𝘳𝘰𝘮 𝘭𝘢𝘴𝘵 𝘺𝘦𝘢𝘳: "people buy from people" is saying that all too many AEs interpret to mean: "I have to spend 5 minutes at the beginning of an intro call making stilted small talk about [hometowns / weather / sports] so that I can build that all-powerful RAPPORT and get this prospect to like me so they buy my product later on" IMO people DO buy from people... but not because forced rapport building works. Your jokes aren't THAT funny, Connor! Rather, customers are not just evaluating a product during the sales process - they're also evaluating the company holistically and gauging what it would look like to work with the company, especially if the product is mission critical. One of my favorite compliments from a buyer went something like, "at the end of the day the features all netted out pretty similarly and [your product] actually came in pricier; but we just felt your level of responsiveness and helpfulness during the process was what we needed to be successful, at the end of the day" Consciously or unconsciously, people draw conclusions about what their customer journey will be like based on their buyer journey. Here are a few things I've found to consistently move the needle. -email response time. if you're not getting positive feedback on how quickly you respond to questions, you're doing it wrong :-) -Looms are always better than copy paste text from a support doc! -If you say "I don't know the answer to that, I'll get back to you on it"... actually get back to them! Better yet, say you'll get back to them within 24 hours, and then do it. -ask clarifying questions. "when you said X, I just want to make sure you meant Y as sometimes that can mean a few different things." -Take detailed notes on what you have and have NOT covered in calls. No one wants to see the same demo twice, or feel like you've completely forgotten the previous week's conversation.

The Long Scroll bundle: A Disingenuous Sales Approach? I seem to be getting more and more of those long-scrolling emails and web pages offering seemingly irresistible product package bundles and I’m interested in what others think to them. They start with a modest price, but as you scroll, more items are added, and the price skyrockets—only to be followed by an amazing discount. To top it off, a countdown timer pressures you to buy before the "deal" disappears, creating a sense of urgency and value. But to me, it often feels more manipulative than genuine.The latest one I received was a bundle valued at £49,700 discounted to £497 – how could I say no! 😊 I feel the issue with this sales tactic is that it can erode trust. When people feel manipulated into making a purchase, they are less likely to form a connection with the business. While this method might generate quick sales, it can harm long-term customer relationships and damage a brand's reputation. In an era where transparency and authenticity are increasingly valued, tactics like these can backfire. Instead of relying on pressure and “amazing” discounts, we as a business look to focus on building genuine relationships with our customers. This means offering honest pricing, delivering real value, and engaging with customers in a way that prioritises their needs. While the long-scroll, high-pressure model might bring in short-term gains, the real question is; “are we building relationships that last, or just chasing quick wins”? I’d be interested to see if you are seeing more of these types of sales tactics and what do you think to them? Do they work for you? Do you like or dislike them and would you use them? #SalesStrategy #CustomerTrust #EthicalMarketing #CustomerRelationships

IF YOU DO NOT READ THIS POST, I WILL OPEN AN "ONLY FANS" ACCOUNT!!! (And no one wants that.) Let’s talk about selling smarter. How can the history of selling help you sell smarter today? A.I.D.A. is an acronym for Attention, Interest, Desire, and Action. The AIDA model was created more than a century ago, in 1898, by E. St. Elmo Lewis and still stands as the basis of modern selling and marketing used in the sales world today. When you break it down, it is easy to see why. Attention. You can't sell anything unless you have a person's attention, thus the headline of this post. If you are cold calling, this can be a high hurdle, so rely on your training to open the right doors. If you have a prospect with some interest, gauge the level and build rapport. Make no assumptions about where your client might be in the buying process. Interest Avoid the word help when beginning a selling conversation; instead, try something like "What brings you in today?" or "How familiar are you with this product?" follow that statement up with "So what else have you been looking at?" "What have you liked so far?" Ease into open-ended, no-presser questions to understand where they are in their shopping plan. Smoking out your prospect's shopping plan in a non-confrontational way can give you the information you need to sell directly to the client's target interests. Clients often have a secret shopping plan, so asking the right questions is critical to the next sale phase. Desire How badly they want or need what you are selling is essential, as is having a good idea of their buying window, allowing you to pull it to today. Desire will help the power dynamic, and many clients want to keep their shopping plans private because they know it may weaken their position. Action Once you have cleared the smokescreen, you can start working from the client's story, fit your product in the picture, and move them toward taking action and closing a sale. Some clients put up a better smokescreen than others. When a client's smoke is so thick you can barely see them, don't give up. Often, buyers can be liars, so stick with it and start drilling down with buying questions about the sale's whens, whys, and hows. Try converting them into a theoretical buyer; it works like this. "Mr. Jones, theoretically, if you could buy XYZ from me right now for half price, would you buy it right now? See if that can spark a non-theoretical dialogue about what it will take to sell him something. Be creative and make it happen. When you combine A.I.D.A. with proper questioning, you will sell smarter and better. If you know the what, why, when, and where of the clients' shopping plan, you will be the one who makes the sale instead of buying the prospect's smoke. Bruce P. Hood #sales #salesenablement #directsales #affiliatemarketing #salestraining #salesmastery #salesrecruiter #salesleaders

Sales ! Sales! Sales! PO emails(Orders) give instant boost to the founders where you can make decisions faster and take more calculative risks. None of the others gives you that much confidence rather than the PO's and Invoices. How about you? #salesandmarketing #happyfrigating

Why Follow Up is Important in Sales.........   As we know, sales come because of follow-up. A lot of people would buy from you after 2nd or 3rd follow up. Somestimes it's goes upto 7th or 8th follow up or even after 11th or 12 follow up.   Ironically, a lot of people in sales even hesitate to call the second time, forget about messaging the third time. They are fearful about appearing as salesy or pushy.   If you are confident about a product or service, go all in. Follow up until they buy or they block you.

Most visitors arrive on your sales page undecided. When your sales page helps people make an informed decision, it converts well. In today’s video, I share three crucial questions you should ask yourself to ensure your sales page is doing its job effectively.

Common Welcome Flow mistakes I see that 📉 sales: • No flow filters • Writes a novel in email #1 • Is 2-3 emails long (should 5-8 emails) • Doesn't remind people of unused discount code • Doesn't include useful info (stop trying to hard sell) Avoid these errors