Robert JohnsonTired of wasting time on dead-end presentations and closing attempts? Introducing the Let's Pretend Conversation, a powerful tool to skyrocket your sales success and save an astronomical amount of time.
Robert JohnsonMost sales people focus on talking, selling, convincing, overcoming stalls and objects, and manipulation. Most sales people have little ears and big mouths like a Hippo. Don't be a Hippo be a Sales Professional.
Robert Johnson## Forget Features, Focus on Emotions: The Power of P.E.N.s in Sales Sales success hinges on understanding **why** people buy. It's not features, it's **emotions**. People are driven by Personal Emotional Needs (P.E.N.s) like security, recognition, or avoiding failure. **Master the Disqualification Mindset:** Focus on prospects with genuine needs you can solve. They need to have P.E.N.s, the Time, Energy & Money (T.E.A.M.) to invest, and be Willing & Able to make a decision (W.W.W.). **Uncover P.E.N.s with Powerful Questions:** Ditch features and benefits, delve deeper. Ask "What P.E.N.s. arise if they don't have your solution?" Then layer on questions like "Why is this important?" This peels back the layers, revealing the true emotional drivers behind their buying decisions. **Become a Trusted Advisor:** By understanding P.E.N.s., you transform from a salesperson pushing features to a trusted advisor solving problems. **Key Takeaway:** Features tell, P.E.N.s compel. Use P.E.N.s. and insightful questioning to skyrocket your sales success!
Robert JohnsonMutually Agreed Agendas and Outcomes or MAAOs are wildly powerful communication, sales, and leadership tools. When not used, we waste time, energy, and effort speaking with the wrong people about the wrong things, generate pressure, and lose opportunities.