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Starting With The Why in Sales
People don't buy what you do, they buy why you do it.
Good Morning! Happy National 'Don't Put All Your Eggs in One Omelet Day'. While we love a fully loaded omelet, it's a good reminder to keep prospecting so you’re not relying on just one deal. As the old saying goes, ‘Don't count your commission checks before they hatch’ ... or something like that. 🥚
In today’s Follow Up:
The ‘why’ of sales ❓️
Sales tip of the day 🧠
Sales news around the internet 🗞️
Sales jobs, job market & a meme 😂
Starting With The Why in Sales
14 years ago, Simon Sinek recorded one of the most memorable TED Talks of all time.
The video titled ‘How great leaders inspire action’ broke down two big concepts of business:
Start with the why.
People don't buy what you do, they buy why you do it.
Although the video makes it sound like these concepts are for big companies and leaders, these concepts are also used by the world’s best salespeople.
Why The "Why" Matters
Sinek's theory isn't just some feel-good TED talk fluff. It's a shift in perspective that can transform how you think about selling.
Instead of leading with what your product does, start with why it exists in the first place. Why does your company wake up every morning and do what it does?
Tesla → Accelerate the world’s transition to sustainable energy.
Instagram → Capture and share the world’s moments.
LinkedIn → Create economic opportunity for every member of the global workforce.
As Simon says (pun intended), your customers don't buy what you do; they buy why you do it. They're looking for alignment with their own values and motivations.
But I know what you’re thinking…
When you’re pitching a prospect on a sales call or trying to get them to agree to a meeting, they don’t care about your company’s mission statement. They care about what you can do for them. So rather than starting with the ‘why’ of your company, try starting with the ‘why’ of your prospect.
The "Why" of Your Customers
Every purchase starts with a ‘why’.
Why is someone looking at a product?
Why don’t they stick to their status quo?
Why is now the right time?
Why is your product the best for them?
Some of these might be obvious or easy to answer. Others will require you to ask open-ended questions.
Once you understand a prospect’s ‘why’, you can figure out how you will use it to sell them.
Bonus: Don't Forget the "Who"
Here's the thing – you can have the most compelling "why" in the world, but if you're pitching it to the wrong person, you're wasting your breath.
Sales isn't just about the message; it's about finding the right audience.
According to sales trainer Josiane Feigon, selling to people with no buying power is the single biggest time waster for salespeople.
Before you go all out on understanding the ‘why’ of your prospect, make sure they’re the right ‘who’.
Does your company have a good "why" behind what they sell? |
Wild Sales Stories 👀
(We want to hear from you!)
Do you have a crazy sales story?
A time when you:
Failed miserably
Landed a big deal
Or did something so outlandish, you can’t believe you’re still employed?
We want to hear about it!
Give the people what they want, and submit your story to be featured in The Follow Up.
*Note, sales stories will be published in The Follow Up anonymously unless otherwise agreed upon.*
Unlock High-Converting Funnels with this Free Swipe File and Workshop!
A special recommendation for The Follow Up subscribers…
Want to learn the #1 sales funnel mistake you’re probably making?
Imagine attracting the right customers, credit cards in hand, effortlessly!
Join this FREE, live SalesFunnels workshop on Thursday and discover the EXACT steps to create the perfect sales funnel for your business.
Plus, get a FREE copy of the ‘SalesFunnels.com Swipe File' book- packed with 74 high-converting funnel examples!
Sales Tip of The Day 💡
When you’re asking a prospect or connection for a favor, make the ask first and the small talk second.
❌ Hey Bob - Long time no talk! We should catch up soon.
I’m trying to reach Susan at your company. Any chance you could help connect me?
✅ Hey Bob - I’m trying to reach Susan at your company. Any chance you could help connect me?
By the way, long time no talk! Let’s catch up soon.
When you add the small talk first, it feels disingenuous and makes it clear you’re about to ask for a favor.
On the other hand, making your ask first lets them know what you actually want, and will make them more open to the small talk.
Sales Around The Web 🗞️
📈 Most of the top sales trends of 2024 include using AI and tech to automate repetitive tasks and increase customer touchpoints.
🤑 Salesforce shareholders voted to reject new compensation packages for Marc Benioff and other top executives.
🤖 17 sales leaders shared how they're using AI to automate their sales process.
👀 Sales reps on Reddit discuss how 80% of your sales performance is a result of external factors you can’t control.
Cool Sales Jobs 💼
Inside Sales Rep @ Stride
Sr. Customer Success Manager @ Workiva
Customer Success Engineer @ Cribl
Account Executive @ Pod People
Checking In On The Job Market
Unfortunately, u not gonna get hired. 😂
Sales Meme of the Day
What did you think of today's newsletter? |