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

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 salespeople 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 bother 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

Links Mentioned In The Sales Podcast

• Visit Perry Marshall's home on the web
• Follow Perry Marshall on X
• Find out if Facebook Advertising is for you
• Find out if Google AdWords is for you
• Get Perry Marshall's "80/20 Sales & Marketing" book

Market like you mean it.
Now go sell something.