Top
scott-ingram-headshot

Podcast: Scott Ingram’s 4Qs sales tips

>

Podcast🎙️ Scott Ingram’s 4Qs sales tips

I had the privilege of sharing my top sales techniques with Scott Ingram on his acclaimed podcast show, Daily Sales Tips.

In 2020, Scott and I published together four sales tips based on the 4Qs framework  ✅  thin-slicing ✅  naming limits ✅  sharing beliefs ✅  calculating customer expiry.

visit scott
scott-ingram-headshot

TIP #1 - THIN-SLICE CUSTOMER PROFILES

When you are creating a sales process, you need to have a clear picture 📸 of who you serve. Thin slicing is the act of breaking down customer profiles into variants according to a significant data point such as attitudes or buying triggers.

If we thin slice 🍰 customer profiles, we discover new variants we can serve that our competitors may have missed. 

TIP #2 - NAME PRODUCT LIMITS AND WORK-AROUNDS

When you are creating a sales process, a customer learns as much from the list of functions as they do from the list of limits. Limits improve a customer’s expectation of what a product or service 🎓 does and doesn’t do. The boundaries of expectations are defined by both.

TIP #3 - SHARE YOUR BELIEFS

When you are creating a sales process, it doesn’t matter how much product you throw at the customer. If customers don’t buy into the ❤️ direction of your company, they will never buy your product or service. Sharing beliefs give the customer a feeling of belonging. Here’s what it sounds like when a customer shares your belief.

TIP #4 - CALCULATE CUSTOMER EXPIRY

Customer expiry is the length of time a customer consciously or unconsciously allocates to making a buying decision. Every customer’s buying decision 🧨 has an expiry. If the buying decision is not closed in the time frame, the customer is likely to drop off and abandon their buying decision.

ACKNOWLEDGMENTS

Scott Ingram is the host of the Sales Success Stories AND Daily Sales Tips podcasts. He’s the author of three books: Sales Success Stories, B2B Sales Mentors and Finding Sales Success on LinkedIn. Scott lives with his wife and two daughters in Austin, Texas where he hosts the Sales Success Summit each October.

scott-ingram-headshot
arrow-choco-50x50

DOWNLOAD
THE 4Qs
PLAYBOOK

download
run-frictionless-4Qs-friction-tune-up-playbook-pacman-160x160px
arrow-choco-50x50

run frictionless
now for only US$995

buy me
run_frictionless_how_to_free_a_founder_from_a_sales_role
arrow-choco-50x50

drop me
an email

Anthony has two decades of experience consulting to marketplace and software-as-service startups. Brands include salesforce.com, Google, SAP, and IBM. He specializes in designing sales systems and is the author of the book run_frictionless: how to free a founder from a sales role. He has consulted to startups from the United Kingdom, Korea, Singapore, Philippines, and Australia. Anthony has been a founder of two startups. When he’s not working, Anthony enjoys racing sports bikes and sailing boats.

No Comments

Sorry, the comment form is closed at this time.

SHARES