The Secret to $5.5 Million in Sales - It's Not What You Think

(Hint: It's These 5 Slides)

Author

Andy Mewborn
February 01, 2023

The daily newsletter that gives you bite-sized & actionable tips you can start using today by Andrew.

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Good morning to everyone except the people who think it’s OK to share a toothbrush.

TODAY’S NEWS

Amgios, have you heard the latest tech news? Apparently, there's a startup that's trying to bring back the dodo bird! And I'm thinking, why stop there? Why not bring back the woolly mammoth and the T-Rex too? Can you imagine being at work and all of a sudden a T-Rex walks by? That's what I call a performance review!

TODAY’S VISUAL

TODAY'S EDITION IS BROUGHT TO YOU BY BRAND30

Digital Sales Collective is sponsored by Brand30, a 30-day course to help you start building an audience of potential buyers on LinkedIn. Over 30 days you'll create 30 pieces of content, and meet 1000s of sales professionals, founders, and marketers trying to grow online.

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🌮 Issue #76

Steal these 5 unconventional slides for your next sales conversations:

I've sold to Zoom, Twilio, Snowflake, ZipRecruiter, SurveyMonkey, and 100s of other world-class companies.

I've used these 5 not-so-ordinary slides to close over $5.5 million dollars in revenue.

Steal them for free here:

1. Why you should NOT buy our product

3 purposes of this slide:

• Build trust

• Turn a downside into an upside

• Use disadvantages to their advantage

And most importantly...

Show that you aren't desperate for business.

Yes, Psychology my friends.

2. The mutual action plan slide

A plan laid out is NOT actually essential here.

Treat this slide as a LITMUS test:

• Is the prospect serious enough to lay out the next steps?

• Do they have the authority to bring in other people to the deal?

Again, Psychology my friends.

3. Negotiation lever slide

Start out by saying:

"Look we can't compete on price. But what we can compete on are the following:"

• Payment terms

• Contract length

• Timing of the deal

• Timing of the cash

The less you make them think solely about the price the better.

(inspired by Todd Caponi’s “The Transparency Sale” Book!)

4. Differentiator slide

Most people differentiate based on product features.

Instead, show them how you differentiate in 4 areas:

• Product

• Support

• Implementation

• Business Results

Now you eliminate the need to go tit-for-tat on features (avoid at all costs!)

5. Why they churn

3 things in life are certain:

• Death

• Taxes

• CHURN

Customers with a high likelihood of churning are time suckers.

No deal is worth a customer that isn't a fit.

Opportunity cost = HIGH.

Chances of making them happy = LOW.

Again, test IF THEY ARE FIT

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That’s a wrap for today amigos. Eat your tacos and see you tomorrow! If you want more, be sure to follow me on Twitter (@andymewborn) or LinkedIn.

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