The Salesman.com Podcast

Are you finding it difficult to close deals, even though the buyer knows they have a problem and that you can fix it? The solution is to increase “the gap”. The Gap Deals often stall because from the buyers perspective there isn’t enough distance between their current reality and their future reality. For a buyer to go through the pain of purchasing, implementing and then using the solution that you provide, there must be a big enough reward for solving the issue that they are facing. I might be willing to pay $50k for a car to get me from A to B as the gap between my current reality of not being able to get to work and the future reality of getting to work is a big important one. However, the gap between being upsold on a nicer car to travel in more luxury will not be as big of a gap and so might be a harder sale to close. If the gap between the buyers current reality and their future reality isn’t big enough for them to take action you’ll hear objections like: In fact if the gap between their current reality and their future reality is small, they’ll: Try and solve the issue themselves rather than paying to work with you to fix it They won’t both going through the pain of getting a deal done and soluition implemented. Instead they’ll just live in their current reality until it becomes painful enough to take action. So, how then do we increase the gap between the buyers current reality and their future reality to that it becomes big enough that they need help from us to get from one side to the other? Step 1: Define their current reality Make it clear to the buyer the position they’re in right now: Facts – What are the hard data points that describe their current reality? Sales numbers, revenue, turnover rates, etc. all work great here. Impact – How are those hard data points impacting their position? Are they working harder? Missing goals? Losing trust? Emotions – What are the emotions those impacts are causing? Anxiety? Depression? Burnout? Shame? Step 2: Uncover their future reality Next, outline what their future reality looks like once they solve their problem. What would their bigger, brighter, bolder future reality look like? A good strategy here is to go through the previous 3 points again (e.g., “meeting your sales numbers would mean hitting your goals, reducing anxiety, and feeling more confident” for example). Step 3: Increase the gap The final step is to start to make the buyers currently reality more painful by explaining the consequences of standing still in the market. Then make the future reality more pleasurable by explaining how things could be different. If the potential transformation isn’t enough to make them take action then keep looping this process making their current reality more bleak and their future reality more bold and exciting until there’s enough momentum to take some action.

Writing cold emails can be a slow, boring process. Well, there’s a way to rapidly create, effective, meeting booking cold emails in just a few steps. To rapidly create short, sharp, meeting booking cold emails you need to leverage the “curiosity loop”. The curiosity loop is simple. It’s a three step process: Share something that builds some curiosity in the subject line Build on that curiosity in the body of the email Only share the answer to the curiosity in a call with the prospect

Here are 14 sales tips that will help you find and close more sales today. Presented in rapid fire fashion as who the heck has time to watch a full training video these days?

This one tactic will improve your chances of booking meetings with the real decision makers in your target accounts. And, depending on the size of the sale you're trying to win and the complexity of your product, this tactic might be the only way that you'll ever book meetings with the right people. The tactic is called multithreading and I'm going to show you how to do it in this video.

If you sell, either in a sales role or as a small business owner, sales prospecting is the most important selling skill that you can master if you want to make serious money. A full sales pipeline solves all other sales problems.

Hey, I’ll cut straight to it… If you want a free copy of my new book Selling Made Simple, head to Salesman.com/book right now. This is it #SalesNation. I’ve been working on this project for years now and it’s finally here. Selling Made Simple contains everything you need to find and close more deals. It includes the 15, proven selling frameworks that will help you – Understand your market Get in front of your buyers Explain the value and close the sale  

There are three steps to creating an effective elevator pitch for salespeople: Understand your value Create a value proposition statement Use the elevator pitch template In this video we'll run through them so you can build your own, highly profitable elevator pitch today

Do you want to know the one thing that high performing salespeople do, that average or low performing salespeople don’t? It’s simple. High performers swim to the Island, rather than treading water… High performers are on or off. They have no in between. Hustle or play. No grey area in between (doom scrolling, watching crap TV). When you are on or off you go places, FAST!

If you've logged into LinkedIn or YouTube over the past month, no doubt you've been hearing people rave about ChatGTP. You'll have heard everything from it's going to put sellers out of business to people claiming that leveraging it is the only way to beat quota. I have a different opinion…

Are your prospects getting stuck in your sales pipeline? Do you find it difficult to get them to take action and move the sale forward? Do you have deals that you know would close if the buyer made any effort whatsoever? In this video I’m going to share how to drive more urgency in your buyers by helping them break through the status quo.

Are you getting ghosted by your sales prospects? You book a meeting, they promise to attend and then they don't. Worst of all they never get back to you and explain what went wrong? It sucks. You’ve put in hours, if not weeks of work to get the meeting arranged and then, poof, they’re gone. The good news is that there is an easy fix.

To win business, you need to book meetings. To book meetings you need to be able to contact your buyers and consistently generate conversations with them. In this video I’m going to share a proven, step-by-step framework to write a cold email that generates B2B meetings, that is being used by over 2,000 salespeople and small business owners within Salesman.com academy right now to drive hundreds of millions in revenue. I include the best cold email template and some top cold outreach tips at the end of the video too.

Do you want to make working in sales, easier and less stressful? Then you need to understand the first rule of sales. The first and most important rule of sales is that it is a game. If you frame working in a sales role as a game rather than a “job” you’ll dominate the competition. But what is a game? Games have 3 elements – Feedback loops – Grab 100 rings in Sonic the Hedgehog and you’ll get an extra life. Fall down the hole in Super Mario and you’ll lose a life. Variable outcomes – Some things will work to defeat the end level boss. Others won’t. You need to experiment to find the correct solution. Control – Your hands input your direction with a controller or the movement of your piece on the chessboard. Games that don’t have these elements aren’t fun to play. The best, longest term, most entertaining games all have these elements. Sales has them all.

Winning more sales becomes simple when there are clear, proven rules to follow. Rules act as barriers, either side of a path to sales success that stop us wandering off in the wrong direction. From the 2,000 high level salespeople and small business owners in the Salesman.com Academy training program and with data from over 14,000 sales professionals who have completed our SalesCode assessment, in this video I’m going to share 7 rules that if you follow, will help you to close more deals in 2023.