People don’t buy because they understand you. They buy because they feel understood by you. Most businesses have it backwards.
Neil Martin · Beats, Business & Life
Sales
Stop selling at hello
Most businesses try to sell before anyone has properly said hello. Marketing earns the conversation. Sales comes after.
Before you ask for the sale, earn permission
Marketing earns permission. Sales earns commitment. Get the order wrong and everything feels heavier than it needs to.
Look after your existing clients before chasing new ones
On Chris Watkin’s Letting Agent Podcast I asked when you last phoned a client when it wasn’t bad news. Why keeping people beats chasing new ones.
Why I tell everyone about the Dream 100 in The Ultimate Sales Machine
Get the Dream 100 explained plainly: who to put on your list, why it attracts people like them, and how to work it today.
You’ve already sold high-ticket: talking to Jamie Atkinson
Jamie Atkinson asked me for my secret to high-ticket sales. My answer: you’ve already made one, and the real sale happens in your own head.
Influence taught me the most useful word in sales: because
The photocopier story from Cialdini’s Influence, why one small word gets people to say yes, and the promise I ask people to make first.
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About
Hi, I’m Neil
DJing since 1987, three decades in business, and the author of Done Beats Perfect. This is where I write it all down.