Pre-meeting videos make sure your customers engage instead of falling asleep.

You know that feeling of pure silence from a customer that can only be caused by the fact that you just vomited every single selling point you could think of onto the table?

Every seller does.

Do you ever get stage fright the moment you start recording video of yourself?

Don't worry, you're not alone.

I see plenty of experienced sellers struggle with getting through the recording of a simple 1-2 minute long video greeting to a customer THEY ALREADY KNOW.

Shout out to all you breweries, beverage manufacturers, candy and food producing companies. Shout out to #FMCG

I recently learned about the "Dark Funnel" of marketing, which is a super interesting concept explaining how the vast majority of a potential customer's actions can't be tracked by marketers because they happen on third party platforms like social media.

Anyway, this post isn't about the dark funnel of marketing bUuuUUuuuuuuuUUUuuT it lead me to come up with something for sales.

When I was younger, I always felt that customer meetings thatwere generated via inbound traffic were gifts from above.

But not for the reason you think.

I didn't think they were amazing because they came without any effort from me. Instead, I enjoyed the fact that the customer always told me straight up why they had been in touch and what got them interested.

Did a customer suddenly ghost you? Did your case just stall?

Shouldn't we just remind the customer of the value of your solution? Or the cost of the problem?

No... in fact, hell no.

If you remind the customer of their problems in many of these situations, you end up making it worse.

"How would you like to proceed?" is it always a great way of taking the conversation forward with a potential client?

Short answer: Yes & No

Yes - When you can feel the customer's interest in Force, or preferably they've clearly stated it, then you using this is fine.

No - When the hair on your neck isn't tingling with excitement and you're more worried about whether they'll ask you to "get in touch with me next year" then I have a better alternative for you.

What do you think is the essential skill in #sales?

I bet some of you will say "being systematic."

And you're not wrong, since this has always been THE BIG FLAW that sellers have had since the dawn of time.

"If only Jack could be systematic, he'd close many more cases."

"She's amazing in meetings, but she always forgets to follow up."