Blizt Episode: Learning a Sales Language

In this short podcast Pat will share some selling thoughts based on recent work with clients. This episode is a “blitz” with advice for new sellers or seasoned sellers of new products and services on the necessity of learning your prospects sales language.

A common Startup Challenge is to get Beta customers to convert into paying clients. Often times sellers wonder “How do I sell? What do I say? How do I close them?” This is a case of putting the cart before the horse. Sellers fail to deeply understand their market and learn the sales language before selling.

This comes with Practice. To become the teacher takes work and empathizing with customer’s needs, wants, and desires. When the time comes, sellers show a path of success. All this work is focused on prospect, in the prospect’s language.

Finding a Market

Brainstorm exercise 50 verticle market niches. Next align with pros and cons. Then pick 10 that look like a possible fit. Next market research companies in the niche. Ask people in those companies:

What’s their challenge
What’s the impediment to that challenge
What’s the cost of failure – Revenue, Profit, Time, Quality, Frustration, others
What’s the opportunity if the challenge is met

Discovery conversations will soon convert the interview into a sales call. Dont foolishly focus on your tech, your commisions and your end of quarter quotas. Do the work and the latter concerns will vanish.

Message of the Day

Take time to focus on a niche. Learn their language and let them guide your solution. Be like a mouse in a maze, finding dead end after dead end. Try and try again and eventually, like the mouse, you will find the cheese. Tenacity will get you there.

Entrepreneurial Mindset

Listen here for past episodes regarding the entrepreneurial mindset: