11/04- 4:44 Dealmaker's Digest Newsletter

Let me tell you about one of my clients—we’ll just call him Tom.

Tom had been hustling hard to close deals, throwing everything he had into sales calls and pitches. But here’s the problem: the harder he tried, the more he kept hearing “I’ll think about it” or “Not now.” Tom felt like he was chasing his own tail—he was doing all the talking, all the selling, but his bank account wasn’t feeling it.

One day, he called me, frustrated. “Mark,” he said, “I don’t get it. I’m putting in the work, but it feels like I’m pushing people away. What am I missing?”

I get it. Tom’s story isn’t unique—so many entrepreneurs end up in the same spot. They think that closing more deals means pushing harder. But what if that approach is exactly what’s pushing people away? What if there’s a different approach that makes people want to buy?

Tom’s about to find out, and if you’re ready to flip the script, you should, too.

Want to know what finally clicked for Tom? Check out today’s post for the full secret.

4 Thoughts to Kickstart Your Day:

1. Sales is Service: People buy when they feel helped, not hustled. Focus on serving, not selling.

2. Questions Over Answers: Want to truly connect? Ask questions. Show your prospect you’re genuinely interested in their needs.

3. Build Trust, Not Pressure: If they don’t trust you, they won’t buy. Simple as that.

4. The Goal is Relationship: Every conversation is a chance to build a relationship, whether they buy today or not.

4 Lessons Learned:

1. Listening Beats Talking: The best salespeople talk less and listen more. People tell you exactly what they need if you just pay attention.

2. Make It About Them: Keep the focus on the prospect, not your product. Nobody cares about features until they feel understood.

3. Solve Problems, Don’t Sell Products: People buy to solve problems or meet needs. Know what problem you’re solving, and make that your approach.

4. Your Solution Isn’t for Everyone: It’s okay to walk away if it’s not the right fit. Scarcity builds trust, and respect wins over pressure every time.

4 Challenges to Conquer Today:

1. Ask More, Tell Less: Make today about asking questions in your sales calls. Aim to understand first, guide second.

2. Find Their Pain Point: Dive deeper into understanding your prospects’ challenges. What’s the one big problem they need help with?

3. Drop the Script: Ditch the hard pitch. Make it about connection and see how your prospects respond.

4. Create a Relationship Goal: On every call today, make the goal building a relationship, not closing the deal.

Quote of the Day

"People don’t buy because they understand what you’re selling; they buy because they feel understood."

- Unknown

Sales isn’t about closing deals. It’s about opening doors. Go have some conversations today and see what happens.

Until Tomorrow,

Mark Evans DM

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