More than a Few Words - #817 Storming the Castle

#817 Storming the Castle

02/14/23 • 12 min

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More than a Few Words

From our archive - Originally broadcast on 2/14/2020 enjoy this encore conversation with Matt Nettleton.

Sometimes, as a sales person heads out to make cold calls, it feels like they are trying to storm a castle. They prepare to battle their way in the door. My coach, sales professional Matt Nettleton says it doesn't have to be that way.

Armed with a series of strategic questions, and a willingness to really listen to the answers, a sales person can actually encourage prospects to lower their defenses and actually invite the sales person in.

KEY TAKEAWAY: Always go into a sales conversation with a list of prepared questions to uncover what a prospect really needs and guide the conversation.

From our archive - Originally broadcast on 2/14/2020 enjoy this encore conversation with Matt Nettleton.

KEY TAKEAWAY: Always go into a sales conversation with a list of prepared questions to uncover what a prospect really needs and guide the conversation.

Previous Episode

#816 Match Your Products to Customer Needs

As you start working on the product portion of your overall business plan do not start with the features. Go back to your customer research. What is most important to your customers? Focus on the elements of your product or service that line up with those needs.

Demonstrate how the features that you are selecting for your product or service help you achieve something customers are going to buy because it solves their problem

This can be everything from the physical product, to the warranty, to how you package it or deliver it. Focus on a few things that are unique to you because otherwise you are a commodity. There's no reason for someone to pick you versus your competitor if your are a commodity.

Outline how you think you will roll out enhancements and new products features to give investors and lenders an idea of where your business is going and how how your products may expand over time.

Ready to work on your plan? START NOW

Next Episode

#818 Business Personalities

I have often been told that I have a strong personality and it kind of came through in my business but I never really thought about the fact that all businesses have personality.

Guest Naomi Garza talks about the importance of including ourselves in our business strategy. So many business schools teach us to get to know our ideal customers and competitors but none that I've seen start the process of looking at ourselves first - how can our businesses thrive based on what works for US as well as our customers.

How do you do that? Start with your personality, core values and aspirational state.

Learn more about your brand personality https://brandwhisperers.com.au/