Grease-o-Meter
How do you feel about selling?
I hate it!
I'm comfortable with it/It comes naturally.
I find it uncomfortable but view it as a necessity
Hate it? Understandable! Though you may have a skewed perception of sales built on bad experiences. Selling shouldn’t be about manipulating customers to buy something they don’t need. Selling should be helping - even if it means turning away a customer or referring them to a better alternative if your solution isn’t right for them.
Hate it? Understandable! Though you may have a skewed perception of sales built on bad experiences. Selling shouldn’t be about manipulating customers to buy something they don’t need. Selling should be helping - even if it means turning away a customer or referring them to a better alternative if your solution isn’t right for them.
Might you be too comfortable or overconfident? It’s a fine line between being manipulative vs. helpful, it’s OK to sometimes feel uncomfortable.
Might you be too comfortable or overconfident? It’s a fine line between being manipulative vs. helpful, it’s OK to sometimes feel uncomfortable.
It's normal and OK to feel uncomfortable with selling, especially with the bad reputation and misconceptions around what it means to sell or how to approach selling.
It's normal and OK to feel uncomfortable with selling, especially with the bad reputation and misconceptions around what it means to sell or how to approach selling.
The following best describes me/my style of sales (select all that apply):
I avoid conflict or difficult conversations that might make my prospects uncomfortable.
I know more about my prospects than they even know themselves.
I’m willing to push my prospects out of their comfort zone.
I’m unafraid of respectful debate.
How do you define success in sales?
Building long-term relationships with customers, exceeding their expectations, and contributing to their success.
Achieving a balance of meeting sales targets and building customer satisfaction.
Closing as many deals as possible.
You have a customer-centric definition of success, valuing long-term relationships and customer satisfaction above short-term gains.
You have a customer-centric definition of success, valuing long-term relationships and customer satisfaction above short-term gains.
You have a balanced approach, acknowledging the importance of both sales goals and customer satisfaction.
You have a balanced approach, acknowledging the importance of both sales goals and customer satisfaction.
You have a short-sighted and potentially damaging definition of success, prioritising immediate sales over ethical considerations and long-term sustainability.
You have a short-sighted and potentially damaging definition of success, prioritising immediate sales over ethical considerations and long-term sustainability.
You're asking the prospect about their budget for the solution:
"To tailor our recommendations effectively, it would be helpful to understand your budget range for this type of solution."
"Knowing your budget will allow me to showcase the options that provide the most value for your investment. What range are we working with here?"
"Before we go any further, it's essential to know if you're serious about this. Sharing your budget demonstrates your commitment to finding a solution."
Ethical: Explains the reason for the question and frames it in a non-intrusive manner.
Ethical: Explains the reason for the question and frames it in a non-intrusive manner.
Slightly manipulative: Uses language like 'investment' and 'value' to steer the prospect towards a higher budget.
Slightly manipulative: Uses language like 'investment' and 'value' to steer the prospect towards a higher budget.
Very manipulative: Creates a false connection between budget disclosure and commitment, pressuring the prospect to reveal financial information.
Very manipulative: Creates a false connection between budget disclosure and commitment, pressuring the prospect to reveal financial information.
You encounter a prospect who is unfamiliar with your industry and the problem your solution addresses.
"I'm happy to explain the intricacies of our industry and how our solution can benefit businesses like yours. Let's start with the basics."
"Many businesses are unaware of this problem, but it's costing them time and money. Our solution is essential for staying ahead of the curve. Let me show you some alarming statistics."
"Your competitors are already addressing this issue, and you're falling behind. Implementing our solution is crucial for catching up and avoiding further losses. Let's not let them gain an advantage."
Ethical.: Offers education and guidance to help the prospect understand.
Ethical.: Offers education and guidance to help the prospect understand.
Slightly manipulative: Uses fear tactics and potentially misleading statistics to emphasize the problem.
Slightly manipulative: Uses fear tactics and potentially misleading statistics to emphasize the problem.
Very manipulative: Uses fabricated fear of competition and exaggeration of losses to pressure the prospect.
Very manipulative: Uses fabricated fear of competition and exaggeration of losses to pressure the prospect.
During a presentation, you highlight a customer success story showcasing impressive results:
"This case study demonstrates the potential of our solution. However, results may vary depending on individual circumstances and implementation efforts."
"This client achieved remarkable results with our solution. Their success is a testament to the effectiveness of our product. You too can achieve similar outcomes with the right approach."
"This customer was struggling until they implemented our solution. Now, they're industry leaders, surpassing all their competitors. Our product can transform your business just like it did theirs."
Ethical: Presents the success story while acknowledging potential variability in outcomes.
Ethical: Presents the success story while acknowledging potential variability in outcomes.
Slightly manipulative: Implies guaranteed success similar to the case study without acknowledging potential differences.
Slightly manipulative: Implies guaranteed success similar to the case study without acknowledging potential differences.
Very manipulative: Exaggerates the impact of the solution and promises similar transformative results without evidence.
Very manipulative: Exaggerates the impact of the solution and promises similar transformative results without evidence.
You're presenting different product packages, but your preferred option is the most expensive one:
"We offer various packages designed to meet diverse needs and budgets. I'm happy to explain the features and benefits of each option to help you choose the best fit."
"We have several packages, but the premium package offers the most comprehensive features and delivers the best value in the long run. It's the one I recommend for most of our clients."
"The basic package is suitable for some, but you deserve the best. The premium package will elevate your experience to a whole new level. It's the only one that truly unlocks the full potential of our solution."
Ethical: Presents all options equally and focuses on helping the prospect choose.
Ethical: Presents all options equally and focuses on helping the prospect choose.
Slightly manipulative: Steers the prospect towards the premium package using personal preference and implied value.
Slightly manipulative: Steers the prospect towards the premium package using personal preference and implied value.
Very manipulative: Uses flattery and exaggerates the benefits of the premium package while devaluing other options.
Very manipulative: Uses flattery and exaggerates the benefits of the premium package while devaluing other options.
You're following up with a prospect who hasn't responded to your previous emails.
“Giving this a bump in-case my previous email got buried in your inbox”
"I'm following up on my previous email, hoping to see if you've had a chance to review the information. Please let me know if you have any questions or if you'd like to schedule a call."
"I'm reaching out again because I know you're busy, but this opportunity won't last forever. Don't miss out on the chance to transform your business. Let's connect and discuss how we can help you succeed."
Doesn't come across as pushy, you're assuming they missed your previous email
Doesn't come across as pushy, you're assuming they missed your previous email
Very manipulative: Uses a false sense of urgency, exaggerates benefits, and creates a sense of pressure to respond.
Very manipulative: Uses a false sense of urgency, exaggerates benefits, and creates a sense of pressure to respond.
What do you believe is the most important factor in closing a sale?
Understanding and addressing the customer's wants and needs to ensure a good fit.
Highlighting features and benefits that make their offering stand out from competitors.
Using persuasive language and closing techniques to overcome objections.
You focus on your customer's "want" and the underlying motivations for seeking a solution rather than solely promoting features
You focus on your customer's "want" and the underlying motivations for seeking a solution rather than solely promoting features
This suggests a focus on showcasing the offering's advantages, which may not always align with the customer's specific needs
This suggests a focus on showcasing the offering's advantages, which may not always align with the customer's specific needs
This indicates a reliance on manipulative tactics to secure the sale, potentially overlooking customer needs
This indicates a reliance on manipulative tactics to secure the sale, potentially overlooking customer needs
You're wrapping up a sales call and want to gauge the prospect's interest.
"Before we conclude, I'd like to understand your thoughts on what we discussed today. Are there any aspects that resonated with you or any remaining questions you have?"
"Based on our conversation, it seems like our solution aligns well with your needs. I'm confident we can help you achieve your goals. What are your next steps?"
"I can see you're impressed with our offering. Many of our clients who were in your position decided to move forward after seeing the value we provide. Are you ready to join them?"
Ethical: Invites open feedback and encourages further discussion.
Ethical: Invites open feedback and encourages further discussion.
Slightly manipulative: Assumes alignment and subtly pressures the prospect to outline their commitment.
Slightly manipulative: Assumes alignment and subtly pressures the prospect to outline their commitment.
Very manipulative: Uses flattery, implies others have already committed, and pressures the prospect to join the bandwagon.
Very manipulative: Uses flattery, implies others have already committed, and pressures the prospect to join the bandwagon.
Your prospect is happy with a basic package but you’ve identified that a higher-tier package is actually better for them.
You challenge your prospect on their assumptions or misconceptions about the basic package and show them why the higher tier package is more suitable
You don’t upsell and instead close them on the basic package since they’re already interested in that.
Good: It’s not wrong to challenge prospects if they are making a decision that’s not in their best interest
Good: It’s not wrong to challenge prospects if they are making a decision that’s not in their best interest
You’re not representing your prospect’s best interest, but instead focused on your own (not losing the sale).
You’re not representing your prospect’s best interest, but instead focused on your own (not losing the sale).
You're handling a price objection from a prospect who is focused on getting the lowest price possible.
"I understand your desire for the best possible price. Our product is priced slightly higher because we use premium materials and offer a more comprehensive warranty."
"We're committed to offering competitive pricing, but we don't compromise on quality. Our solution is an investment, not an expense. Let me show you how it will pay for itself in the long run."
"I can tell you're a savvy shopper, but remember, you get what you pay for. Cheap products usually mean sacrificing quality. Our product is built to last, unlike those from our competitors, and it's worth every penny."
Ethical: Acknowledges the price concern directly and emphasizes value over cost.
Ethical: Acknowledges the price concern directly and emphasizes value over cost.
Slightly manipulative: Uses strategic language like 'investment' and implies competitors sacrifice quality to justify the price.
Slightly manipulative: Uses strategic language like 'investment' and implies competitors sacrifice quality to justify the price.
Very manipulative: Uses flattery and fear tactics to undermine price concerns and pressure the prospect to accept the offered price. Disparages competitors without evidence and uses fear of low quality.
Very manipulative: Uses flattery and fear tactics to undermine price concerns and pressure the prospect to accept the offered price. Disparages competitors without evidence and uses fear of low quality.
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