Increase Your Sales in 6 Steps

The Playbook With David Meltzer

David Meltzer, Entrepreneur.com

Careers, Entrepreneurship, Business

4.9 • 1.9K Ratings

🗓️ 6 January 2024

⏱️ 4 minutes

🔗️ Recording | iTunes | RSS

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Summary

In this episode, I share six essential steps to elevate your sales game. It begins with establishing credibility, ensuring you project the authentic value of your offerings. Next, foster emotional attachment, connecting your product to personal experiences or aspirations. I then discuss the importance of quantifying reasons - demonstrating how your product translates into tangible benefits, like financial gain or improved lifestyle. I also emphasize the need to quantify impact and capabilities, showing the practical and measurable effects on the customer's life. Lastly, I introduce the 100/20 rule, a unique approach to value justification, where giving more value than you receive builds trust and confidence in your sales proposition.

Transcript

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0:00.0	I say there's six steps to selling anything so I'll save every single
0:03.7	different industry how to do it. Number one have credibility. How do we have
0:08.2	credibility try to project the truth the authentic value of what you're doing. Have credibility.
0:14.9	Illuminate the mistakes that you've made, project the truth that you have.
0:19.0	Credibility is number one, because if you have credibility, you have a stronger signal.
0:23.7	Two, emotional attachment.
0:26.0	So play towards, you know, this is going to help your kids.
0:29.6	This is going to be an incredible experience in sports.
0:31.9	This is going to make you feel good, smell good,
0:35.2	you know your hair looked pretty, whatever it is.
0:37.6	Three, quantify the reasons now.
0:40.1	Now that we're credible and have an emotional attachment, quantify the reasons with money.
0:46.4	Work at it. Be able to articulate and carrying energy that there is true value here quantitatively. If you dress nice for example it's
0:55.7	statistically shown that you will make more money get a job. These are quantifiable
1:00.1	reasons that I want to buy your beauty stuff.
1:03.0	Whatever it may be, whatever industry.
1:05.0	Two, a quantitative impact.
1:08.0	So what else happens in your life?
1:11.0	Quantitatively.
1:12.0	Like I put it to money. Like, quantitatively. Like I put it to money. Like quantitatively you know if you
1:17.2	smell good you might actually get a companion or get more chances to have a
1:21.6	companion and then you have an intimate relationship where you might have kids and this will probably impact your life tremendously with extraordinary value.
	...

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