Dan Kennedy's Magnetic Marketing Podcast Removing Fear From The Sales Process (2 of 2)
13 snips
Jun 7, 2024 Dan Kennedy discusses the importance of small details in sales, different selling approaches, and tipping points that influence buying decisions. He emphasizes trust-building, sales choreography, and the impact of personalities in sales strategies.
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Two Main Sales Approaches
- Two major sales approaches exist: brute force overcoming resistance and psychological context shifting to reduce resistance.
- Psychological approach offers more sustainable success and works better with systems than requiring exceptional salespeople.
Build Systems, Not Superstars
- Build sales systems that enable mediocre people to perform satisfactorily rather than rely on exceptional salespeople.
- Creating exceptional systems produces scalable business success like McDonald's model with teenage employees.
Small Details Lose Big Sales
- A $25,000 banquet sale was lost because the salesperson had dirt under her fingernails.
- Small details like cleanliness can decisively impact high-dollar sales.