Perry Marshall Shares Why Solving Problems Will Never Go Out of Style

Nov 13, 2017

Wes Schaeffer

The Sales Podcast Marketing Automation Entrepreneur

Read your prospects to sell how they want to buy

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Sales Tips you'll learn in The Sales Podcast...

Solving problems vs peddling products will never go out of style
Successful entrepreneurs and sales people navigate the people problems to make every sale
Selling is not WOWing, it's disqualifying!
Your prospects should be able to tell that you're trying to find out if you should even be speaking to them
"I probably can't help you so I'm going to find out as quickly as I can so we can move on."
The 5 Power Disqualifiers from John Paul Mendocha
1. They have the money
2. They have a bleeding neck
  1. ER visitors with a broken arm get a clipboard
  2. ER visitors with a bleeding neck get all the attention immediately
  3. People in big pain write big checks quickly
  4. Stop selling prevention—it's 16x more difficult to sell even if it's 1/1000th as expensive
  5. Sell the cure
  6. The "should-be" world doesn't pay so focus on the "is world."
3. They buy into my USP (Unique Selling Proposition)
4. They can say "YES!"
5. What I sell fits into their overall plan
Activity does not equal productivity
Get to the truth, not the sale
Most agencies that say they are experts at Facebook Ads or Google AdWords are not experts
Don't even both doing paid advertising on these platforms unless you're willing to get educated
Do you have a killer offer or not?
What kind of guarantee can you offer?
- This will screen who buys from you
- Tom Hoobyar made an unbelievable guarantee when he was in the pharmaceutical space and it paid off big time to beat a $100 million competitor when he was just a $5 million company
- He ended up securing 90% of the market share
National advertising on Google is tough now
There is more wiggle room with Google on the Display Network and Google Shopping and Local