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Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 7 minutes. Before buyers can buy, they know precisely, clearly, and without ambiguity what they’re committing to. When you confuse your buyers, they can’t/won’t/don’t buy. This week, we’ll cover four common confusions and how to avoid them. Before we start, I apologise for missing last week’s newsletter. I’ve created a backlog, so newsletters are available in the future. TLDR: Story Time Confusion #1: What are they buying...

Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Just like everything, sales has rules. Here are 7 Rules of Sales (in no particular order): 1. Sell what they want to buy, deliver what they need to succeed You are an expert in solving specific problems. You know what your customers need to succeed. Most people don’t want to buy what they need. Great sellers create an offer that buyers want to buy. Then deliver on the offer your buyers want to buy. AND...

Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Facts don’t win sales. Emotions do. Buyers may forget what you said. They will never forget how you made them feel. And the best way to bring out emotions is with storytelling. Why Stories Matter We are infatuated with good stories, and they last the test of time. In 2021, US Fiction books generated over $10 billion in trade revenue. Nonfiction books generated $7.34 billion. Anyone with a child can tell you...

Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Sponsored) I have a copywriter friend who is a competitive intelligence expert. He wrote copy for FreshBooks, Ironclad, Circle.so and others. This guy knows how to convince people to buy your product over the competition. He freed up time running his business to work on a handful of copywriting projects. Message him up on LinkedIn and book him before your competitors do. Say "Scott sent me" Linkedin...

Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Sponsoured) I have a copywriter friend who is a competitive intelligence expert. He wrote copy for FreshBooks, Ironclad, Circle.so and others. This guy knows how to convince people to buy your product over the competition. He freed up time running his business to work on a handful of copywriting projects. Message him up on LinkedIn and book him before your competitors do. Say "Scott sent me" Linkedin...

Hey, 👋 Scott from The Sales Mastermind here. Today's edition is only 4 minutes. Anything a seller says is a bald-faced lie. Anything a buyer says is God’s honest truth. There is some truth there. A seller is motivated to sell rather than tell the truth. A buyer is motivated to solve a problem rather than buy something. As this human psychology runs deep, sellers can either take advantage of it or be taken advantage of. Customer Service Imagine a flyer waiting at the baggage claim after a...

Hey, 👋 Scott from The Sales Mastermind here. Today's edition is only 4 minutes. Do too many of your sales meetings end with “I love it, but not now. Let’s speak in 1/2/3 months”? Then you reach out and..... it's awkward. Today, we’ll cover a simple step-by-step guide on handling these situations. Story Time It's 2013, I cold called a belly dancing school. During the demo, she loved the software I was selling. But she wanted to wait. Let's do this in about 6 weeks," She said. I challenged,...

Hey, 👋 Scott from The Sales Mastermind here. Today's edition is only 3 minutes. More committed deals are lost from miscommunication than anything else. Miscommunication happens when someone gets "happy ears" and forgets to apply Tactical Pessimism and Strategic Optimism. Happy Ears? Happy ears" means we hear what we want, accept our interpretation and don't question to confirm. It's an easy trap to fall into as it's a vital part of our social life. We listen and make assumptions. Otherwise,...