EP 30: Sell Me This Pen

“The way you sell anything is the way you sell everything.”

(1:58 – 2:02) – Janet Clark, The Freedom Shift

Have you ever been in an interview for a sales job or you worked for a sales manager who said to you, “Sell Me This Pen?” The reality is that many coaches, consultants, and agency owners are making costly mistakes when it comes to selling their programs and products.

Part One Of Sell Me This Pen: Don’t Sell The Features, Focus On The Benefits

Most salespeople tend to launch into features because they’re something that both the prospect and seller can visually see. And, when you want to sell something, you want to focus on the marketing messages that sell the transformation to potential customers.

As much as we want to believe product features will sell. They don’t. Customers care more about how your product or service will enhance their life. The destination will resonate very strongly in the customer’s mind, and that is what will trigger the sale.

“Share a life-enhancing solution.”

(2:13 – 2:37) – Janet Clark, The Freedom Shift

Part Two Of Sell Me This Pen: Explain How It Will Enhance Their Life

Discover how the pen is going to enhance the life of your prospect. It doesn’t matter what the bells and whistles are on the pen. What matters is does this pen represents something that the prospect needs and wants? If not, you won’t be able to sell it to them.

You need to understand the psychology behind why do people buy. People are looking for status, safety, comfort, prestige, and convenience. Until you determine what your specific prospect needs, there is no way you would be able to convince them to buy anything; no matter how amazing your product or service is.

It’s never the feature that we care about; it’s the end benefit it gives us.

As a coach, consultant, or agency owner … you need to have your own unique system or program that offers some transformation for a business. The truth is that people are not laying in bed at night, trying to figure out what pen to buy.

So, if you want to sell your transformational programs or “this pen”, you need to get to know your prospect, build rapport, and ask them specific questions.

This is why I developed a HEARTFLOW framework that explains how to do high ticket sales. Tune in to the podcast to hear what each letter stands for when you are selling your programs and systems.

You need to have your own unique system that offers transformation.

(14:30 – 14:40) – Janet Clark, The Freedom Shift

Part Three Of Sell Me This Pen: Scale Up Your Business

The 10% of business owners who do scale up past six-figures into seven figures do 3 things differently.

Would you like for me to share with you what they are?

  1. 10% of people who do SCALE up have an irresistible offer targeted to an exact client.
  2. They have a system in place to consistently generate new leads to enroll new clients. 
  3. They learn how to be a leader. They learn how to lead a team of people in a very effective way so they can retain TOP sales talent.

How to Get Involved

If you’re ready to scale up in your business and breakthrough six-figures and beyond, then you are going to want to reach out to me at Janet@thefreedomshift.com for more sales training and matchmaking. I have personally sold millions of dollars for TOP entrepreneurs and I know I’ll help you make more money, have more fun, enjoy life a lot more, and get to the point of FREEDOM.


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