there is one word absolutely tanking your chances of booking an outbound sales meeting that word is I but also me my mine ours we us pretty much all the stuff about you your company and your product you see the biggest problem with most teams outbound sales Business Development approach isn't the delivery of course the length vocabulary grammar and formatting of your code emails is important and the tone pacing and volume of your cocools is definitely having a fap but what's far more important than all of that is the messaging and frankly most sales teams messaging
sucks it's round time with will a Ken all right all right before you get all the feds with me let me explain myself a little bit the Natural Instinct for most people when they're told to sell something is to talk about the thing they've been asked to sell they talk about its features its benefits what makes it unique what makes it valuable and how all the existing customers and reviews are Overjoyed with the product you get the point you've probably seen the sell me this sell me this pen it's it's a amazing pen to for
professionals it's a even though that everyone's seen that film they still have a tendency to try and make the thing that they're selling sound interesting helpful or useful to the person they're trying to sell it to so you might be thinking okay well in the film he says oh let me sell this pen and then he says write down your name he creates a need even when you stop talking about your product and instead focus on the outcomes the positive returns that people will see from your product it still doesn't land this helps you do
this faster it helps you do this better it helps you make more money from this they don't give a the people were selling to are busy they have 999 other things to worry about that are not your thing everyone's promising that they can make their lives better and in their mind you're the most biased person you could be telling them this you're a sales person it is your job to sell the product even if what you're saying is true you have a motive to lie or make it sound better than it is so they just
tune it out in a buyer's mind your email or call cool coolpish or LinkedIn DM promising to be able to connect their income or Revenue has about as much credibility as an ad trying to sell penis enlargement pills that promise to double the size of their cut it's noise it's a distraction it's advertising in short trying to pitch someone on the fact that your product will make their lives better just isn't gonna work especially not in 2023 where budgets are tight and people are afraid of spending money because the risk could cost them their job
if they make the wrong decision so if that doesn't work what does well instead of talking about yourself your product your company instead focus on the customer themselves and the challenges they may be facing without your product highlight a big bad thing that's either happening or could happen if they continue doing things the way they are today without a solution the cumulative prospect theory presented by Carmen and diversky in 1979 suggests that people are up to twice as likely to take action to avoid a loss then take action to obtain a game in other words
people are more motivated by not losing as they are winning for example one study done by the the University of Pennsylvania in 2016 gave 281 adults suffering from obesity the goal of walking 7 000 steps a day for three months they broke out the 281 participants into four smaller groups the first group around seven people given a gain incentive for each day they hit their goal of seven thousand steps they were given one dollar and forty cents the second group of people were given a lottery incentive each day they hit their goal they had a
chance to win 1.40 the third group were given a loss incentive at the start of the month they were each given 42 dollars and then each day they didn't hit their goal of seven thousand steps they had one dollar and forty cents taken back from them and the fourth and final group was a control group they've given no incentives at all as you might expect the group that had no incentive hit their goal the least but the real kicker is that the group that was given the loss incentive on average hit their goal fifty percent
more than the lottery and game incentive groups this isn't that surprising you've probably experienced similar emotions in your life about recognizing it I'll give you a really common example of this pay me 500. and in the future I could give you five thousand dollars back or pay me five hundred dollars and in the future I might prevent you from losing five thousand dollars the first one is gambling or maybe you could be looked at as an investment the second one is just Insurance pretty much everyone pays for insurance right only the super wealthy and gambling
addicts have money to be blowing on roulette tables and the stock market so knowing that people are going to be much more likely to take action to avoid loss you can use that in your message how well what is the loss what happens to people if they don't have a solution like yours in place instead of talking about the premium packaging that customers love that is the safest in the market you could talk about the cost the pain point of orders being damaged during shipping and having to be refunded instead of selling the stunning eye-catching
beautiful expert web design you could talk about ad spend being wasted because the website conversions a lot instead of selling the AI powered cold email assistant powered by over 120 million emails that helps you write emails better and faster you could talk about the pain point of low reply rates causing a rap to miss quota okay that last one was lavender if you're interested in writing less crappy emails with these matching tips in mind click the link in the description below to download and try out our tool for free so anyway if you'll reach out
to people cold and you want the mess team to resonate with them even if they're not looking to buy a product like yours you need to highlight a pain point that they might not be thinking about or might not be addressed yet by asking questions or talking about what other people like them have experienced and only then can you talk about how people might be using your solution to help solve that pain point because if there is no pain point if there is no problem they have no reason to care if you enjoyed this video
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