Good Morning and a Belated Merry Christmas. We hope your holidays were relaxing and filled with questions from your relatives about what you do for a living. Now it’s back to the grind for the last 3 days of the year. Unless you’re on PTO this week with all of my prospects. 😅 

In today’s Follow Up:

• 4 sales secrets from QVC 📺️ 

• 25 sales letter templates ✍️ 

• A sales pitch tip 📞 

• Closing deals in December 📹️ 

• Sales jobs, LinkedIn & a sales meme 😂 

4 Sales Secrets from QVC

QVC, short for Quality Value Convenience, is the live shopping network broadcast to over 350M households across the world.

They’re masters of selling products you probably don’t need and convincing you to buy them anyway.

In 2021 they raked in a cool $11-billy… so it’s safe to say they know how to pitch a product.

Although they sell B2C products, every salesperson can learn from their techniques. And a recent NY Times article gave a behind the scenes look at what it’s like being a QVC host.

So the intern spent his Christmas day diving into the QVC sales secrets that sales reps should know (and use).

Let’s take a look. 👇️

1. The Art of Storytelling 📕 

Forget the hard sell… it's all about the story.

Stories allow you to build a connection with your prospect and give them something to remember.

The NY Times piece highlighted how Shawn Killinger, a QVC host, uses storytelling to sell:

“When you’re watching, I want you to love that story about my husband manscaping because I want you to be my friend,” she said. “You don’t need to buy anything. Just tune me in.”

This is storytelling at its finest. Transforming a product pitch into a story that customers will trust and remember.

One of the best ways to do this in B2B sales is with customer stories. Tell the story of how a customer turned their business around with the help of your product or service.

The more specific and personal the story = the better.

2. Belief in Your Product 🙏 

The secret sauce? Believe in your product.

Daniel Pink, author of “To Sell Is Human” says: “the best sellers genuinely believe in their offerings”. If you don’t believe in your product, it’s a “difficult thing to confect.”

But what if you don’t love the product you sell?

Shawn Killinger says that even if she's not head-over-heels for a product, she finds something to love - like the buttons on a blazer. “There’s always something that can fascinate you, intrigue you, make you fall a little bit in love, even if it’s not the whole thing.”

Find the part of the product you love, and lean into it.

3. Scripted, Not Script-bound 📜 

Every sales rep needs a script.

QVC hosts start every show with an understanding of the script they’re using during the pitch. As the show goes on and they get into the flow, they’ll switch it up and throw in their personality.

In your first few months of selling a new product, stick to the script until you have it mastered. Once you’ve used it to the fullest, you can experiment with new lines and language.

And whenever you need to, return to the script like a trusted map. 🗺️ 

4. Confidence👨‍💼

The foundation of a good sales pitch starts with confidence.

When a QVC host isn’t confident in what they’re selling, they lose the trust of their audience.

Now I know what you’re thinking… that’s easy to say. Just be more confident and your sales pitch will improve.

But how do you build confidence?

Confidence comes from preparation and doing what you say you’re going to. That’s probably why sales reps who prepare for objections and challenges before a sales call have a 12% faster sales cycle and 11% larger deals.

TLDR:

• Storytelling: Build a connection with your prospect and give them something to remember

• Believe in your product: The best salespeople believe in the product they’re selling.

• Script it out: Every rep should start with a script.

• Confidence: Prepare and do what you say you’re going to.

Steal these 25 classic sales letters

Stop writing every damn email from scratch. That’s essentially the opposite of self-care, and we can’t bear to see you suffer. 

Here’s a pack of proven sales letters for first-touch, follow-up, and breakup communications — including a “last call” email with a 33% response rate, and a drip campaign that closed $100k in a month. 

Use what already exists before you hit another inbox. 

Checking in on LinkedIn 👀 

Emotional labor….? 🤔 

Sales Meme of the Day

If you made it this far, reply to this email with your New Year’s resolution. We’ll help hold you to it. 😉 

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