How to Become an Expert in Sales in 10 Minutes or Less

“Genius is making complex ideas simple, not making simple ideas complex.”  - Albert Einstein

We love to make things complicated.

It likely has to do with this psychological principle called “Labor Perception Bias.”

Deep down we subconsciously associate value with the length of time it takes to accomplish something.

And we inherently become skeptical of “the worth” of something if it seems simple or quick.

However, as founders, if we want to become successful, we have to fight this urge to overcomplicate things.

Billionaire Richard Branson once said, “Complexity is your enemy. Any fool can make something complicated. It is hard to keep things simple.”

So, let’s make things super simple.

If you want to make more money in your business, you need 2 things.

The first is something to sell, otherwise known as an offer.

That’s a whole topic in and of itself, and I highly recommend checking out Alex Hormozi’s book on crafting incredible offers.

After you have an offer, the next step is to sell it to people.

In 2022, I've closed over $2 million in deals.

In today’s newsletter, I'll share 6 simple strategies to make you a rainmaker.

Apply them to your business and watch your revenue skyrocket.

Before we dive in...

Have you ever felt intimidated by the idea of consistently creating content?

You know it’s important, but you find it challenging because you either don’t have the time to write or don’t know what to say each day?

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Here’s a quick rundown of what I’m sharing:

System #1 - How to create engaging content that attracts thousands of dream customers

System #2 - How to leverage proven copywriting frameworks and templates to build trust with your audience

System #3 - How to use content to grow a loyal following that brings you even more customers

For those that join me live, I’m giving away my personal content creation playbook (worth $497) for free.

If you’re at all interested in discovering how to grow your audience with content, I hope you’ll decide to join me.

👉 Click here to register your spot (only 5 days left).

Now, on to the 6 simple strategies for making more sales. 🪂

#1 - Prioritize Decision-Makers

A big portion of sales is momentum. The longer an offer is on the table the less likely people will want to move forward.

You want to speak with the decision-makers as early in the sales process as you can.

Not only does this make it more likely that your offer will be accepted, but it also ensures you get to control the narrative around your offer.

After all, who’s a better salesperson for your services?

Yourself or the lower-level associate at the company who will be relaying your message to their boss?

Now I know that getting in touch with the decision-makers isn’t always the easiest endeavor...

No worries. Here's my two-part process.

Part 1 - Get the Decision Maker’s Email Address

• Figure out your target company

• Find the CEO of each company on LinkedIn

• Use SeamlessAI to instantly find their email

Part 2 - Nail Email Outreach

Here’s the template I use:

Subject: 15 min. chat on [insert date]

Hey [name],

I noticed [personalized intro]. I'd love to chat with you about how [our product can help you do ....].

Do you have 15 mins to chat on [insert date]?

You can try creating your own variations and then stick with the one that gets the highest response rate.

#2 - Create an Impeccable Sales Deck

Trust and perceived expertise are foundational components of any sales transaction.

Since you’re coming in without any sort of warm referral, the responsibility is on you to make the potential client believe you are both trustworthy and an expert.

One of the easiest ways to do this is by ensuring every single touchpoint is as professional as possible.

Your sales deck should be a work of art.

Every single word matters.

It should communicate a level of authority in your industry, security that the brand can trust you, and a clear stand-out benefit of why they need to work with YOU.

Here is the structure of our deck at Herb.

Here is an overview of how we help cannabis brands attract, convert, and engage consumers and report on ROI:

#3 - Have a Sales Script

I’m not going to belabor the point I made at the beginning of this newsletter…

But as a quick reminder - don't reinvent the wheel. 

Refine your sales script to have a straight-line sale.

Ask specific questions. Understand their objectives. Sell them on your opportunity.

Then close the deal.

Once you’ve got your proven sales script in place, don’t deviate from it unless you are specifically testing something different.

Use your sales script, sales deck, and expectations to have a clear playbook.

And then keep people accountable for executing the strategy.

#4 - Hire Hungry Salespeople

You’ve probably heard the saying, “If you want to go fast, go alone. If you want to go far, go together.”

Once you’ve got a proven sales system in place, it’s time to replace yourself.

Your time is too valuable to be making outbound calls.

However, just because you have a proven system, doesn’t mean just anyone can do the job…

You need missionaries.

And you need to be clear on your expectations BEFORE you hire people. I recommend a rigorous (paid) trial project to ensure people can meet your standards.

I expect my team to:

1. Have 100 touchpoints per day

2. Run 60 meetings per month

3. Create 20 opportunities per month

#5 - Sell Repeatable, Scalable Products

Bespoke is for luxury products…not your service.

Don't customize what you offer for each customer.

On-time delivery with a scalable, repeatable product is key.

Otherwise you’ll lose hundreds of man-hours each month servicing a small number of clients.

Essentially shooting your potential growth in the foot.

Say "no" to customers that want a ton of customization, and move on to someone that appreciates the value and results you can bring them with your services.

#6 - Focus on the Customer Experience

It’s 70% easier to sell to an existing customer than it is to acquire a new one.

And keeping customers is essential for business growth.

I was recently at a mastermind, and a billion-dollar agency owner told me I needed to extend my average customer lifetime value to 3 years.

I immediately made changes to reach this goal.

But here's the thing...

The act of "keeping a customer" starts from the very first interaction.

Every word. Every email. Every deliverable matters.

Help your customer clearly understand the future benefit of your product.

Customers care about how you're going to help them.

And your attention to detail builds trust and communicates that you care about them.

Then, once the customer is sold, deliver on what you promised.

Now you have a customer for life.

There you have it, 6 simple strategies to make more sales.

I hope you found them helpful.

Take some time this upcoming week to apply these sales strategies to your business, and hit me up on Twitter in a few weeks with how you're going.

And remember to register to attend my upcoming Content Creation Workshop (only 5 days away). 

It's going to be an awesome time.

Let's win together 🥇

Matt

P.S. Whenever you're ready, there are 4 ways I can help you:

#1: I just launched a new YouTube Channel. I'm putting a ton of energy into creating heaps of valuable content that I think you'll like. Come check out my latest stuff, and give me a like and subscribe.

#2: Want to grow your audience and online business fast? Discover how to build a proven system for audience growth in just 2 hours here.

#3: Promote your brand to over 28,725 subscribers by sponsoring this newsletter (Booking into April 2023)

#4: Follow me on Twitter and LinkedIn for more operating systems, marketing tips, and community-building systems.

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