The Easy Way to Win More Sales

I saw a video ad on Facebook for a cool vegetable peeler that made it appear that the device could peel a potato in two seconds just by getting close to it, turn carrots into works of art, and probably solve complex math problems.

You pull the carton out of the freezer, it's more ice than cream, so you wait maybe two minutes. Or you run a spoon under some hot water.

Not perfect, but I was getting by.

Apparently, that's too much work now.

Now you can buy a premium heated ice cream scoop for about fifty bucks. Because, God forbid, you experience three seconds of mild resistance while trying to scoop your mint chocolate chip.

We've decided that the physical exertion of moving a wrist through frozen dairy is a crisis.

People are sitting in their kitchens looking at a regular spoon and thinking, There's got to be a better way. This is stressing me out and taking way too much time out of my day.

Speaking of spoons, apparently we've reached a point where stirring our own coffee is a burden.

So someone came up with a self-stirring coffee mug. Read that one again.

For those unfamiliar, it looks like a regular coffee mug. But it has a tiny battery-powered propeller thingy in the bottom. You push a button on the handle and it swirls your cream and sugar for you.

Noodle that one around for a minute.

For thousands of years, people have somehow managed to move a spoon in a circular motion.

Civilizations were built. Men walked the moon. The Cubs won a World Series.

Yet somewhere along the way, someone looked at a cup of coffee and said, "There has to be an easier way."

The funny thing is, these things actually sell.

There are dozens of models on Amazon. One has more than 1,500 mostly five-star reviews.

And before we laugh too hard at these people, remember:

They're us. And your prospects.

Which tells us something important about human nature.

We don't just buy solutions to problems.

We buy solutions to effort.

Your prospects may not be looking to solve a burning crisis right now. They may simply be open to looking at an easier way.

Easier than their current process.

Easier than their current vendor.

Easier than doing it themselves.

Easier than training another employee.

Easier than spending another hour on it.

And that's where many sales opportunities are hiding.

Let's look at how you can uncover and use the powerful buying motivator of easy.

Most sales reps lead with outcomes. Revenue increased. Costs reduced. Efficiency improved.

Those aren't bad. But they're somewhat abstract. And abstract forces your prospect to do mental work to connect the dots of your claim to their reality.

Ease is way different.

Ease is immediate. Relatable. Everyone knows exactly what it feels like to do something the hard way. And everyone knows the relief of finding out there's a simpler path.

So before your next call, fill in these blanks:

We make it easier for (type of company or title) to ___.

We cut the time it takes to ___.

We eliminate the hassle of ___.

Don't rush these. (Don’t make it easy on yourself. HA!) Brainstorm every answer you can think of. Because buried in those answers is some of the most powerful language you can use on a prospecting call.

Here's why.

It can become your interest-creating opening statement.

It can be that voice mail that piques curiosity and gets them pondering a question they want the answer to.

Instead of leading with what you do, lead with what you remove:

"We specialize in working with operations managers who are spending too much time on manual reporting. We've helped teams cut that process from two hours down to about twenty minutes. I'd like to ask a couple of questions to see if that's something worth a conversation."

That's not a pitch. That's a pattern interrupt. Because your prospect just heard someone describe their Tuesday afternoon.

It becomes your voicemail.

Same language. Slightly adjusted:

"Hi Sarah, Pat Seller here. While speaking with your sales assistant, it seems that there is a concern that too many of your reps are spending the first hour of every day on CRM data entry instead of making calls. We’ve helped teams cut that time significantly and would like to ask a few questions to see if a conversation would be worthwhile. I'll try you again Thursday, or feel free to reach me at..."

That doesn’t sound like every other cold call. Because you just described something they complain about every week.

It also becomes the basis for your questions.

Once you're in a conversation, the ease angle gives you a natural path to uncover pain:

"Walk me through how you're currently handling that process. How long does it typically take?"

"What part of that takes the most time?"

"If you could make one part of that easier, what would it be?"

Those questions don't feel like an interrogation. They feel like a conversation with someone who actually understands the work.

The bottom line

Your prospect’s house might not be burning down when your call comes in.  

But they almost certainly have something they do every week that they wish were easier, faster, or just gone.

Find that thing. Speak to it directly. And watch how quickly the conversation changes from "we're all set" to "tell me more."

The self-stirring mug has 1,500 five-star reviews because someone figured out exactly what to say to exactly the right person.

You can do the same thing. Without the propeller.

Speaking of easy, how can you easily take this idea and implement it in your own calling?

I've got you covered.

Because the right message wrapped in the wrong opening still dies before sentence two.

It's not enough to know you can make something easier for your prospect.

You need to package that possible value in a way their brain can process quickly, personally, and without feeling like they're being pitched.

Using our concept today, your opening needs to communicate three things:

"I understand something about your world."

"There might be an easier way to deal with it."

"And I'm not here to dump a pitch on you. I'm here to ask a couple of intelligent questions to see if this is worth discussing."

That's exactly what The First 20 Seconds Formula is built to do.

It takes your possible value proposition, including that powerful "make it easier" message you just developed, and places it into a proven Smart Calling opening structure designed to create curiosity, avoid resistance, and move naturally into a conversation.

Because when you package the right possible value in the right opening format, your calls, voicemails, and follow-ups stop sounding like every other sales attempt they ignore.

That's when you earn the next sentence.

And often, that's where the sale begins.

See all the details and get immediate access at http://First20Seconds.com

Go make it your best week ever!