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Raise your hand if you want to be a millionaire.

This would make you happy right?


Ok, so I hand you a briefcase with $1,000,000 in it, but it comes with a catch.


You can't spend it or give it to someone else to spend.


Ever.


Are you still happy?


No?


Why not?!


You're a millionaire, you possess $1M.


That's what you wanted!


Here's the point. The $1M has no value if you can't do anything with it.


Here's the next point and how it applies to sales.


All the people out there saying 'lead with value' 'provide value' in the sales process.


Here's what you have to ask yourself.


Can my prospect USE what I just gave them.


Was there anything in that prospecting email they could use?


Nope?


Then no value.


Was there anything in the demo that afterward they could actually go use/do something with the information?


Nope?


Then no value.


If they can't use it, there's no value.


If you send them a blog article, tell them HOW they can USE the information in that article.


If you send a video, it needs to have something they can use.


If you give a demo, make sure they learn something they can use to make their life better right away.


Don't be briefcase millionaires when providing value.


No one will be happy.



#sales

Kevin Dorsey
Inside Sales Top 10 Sales Leader at PatientPop
Bravo
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