I had a student come into the Coaching Program yesterday. Coming in to the program specifically to get better at selling to "sophisticated buyers". Realizing that much of what is taught out there works / can work on the "unsophisticated buyer" yet just it doesn't translate over to those at higher levels. Having been in sales for 22 years now and having sold to both crowds, here are a few things that you need to know about the "unsophisticated buyer" vs "sophisticated buyer". Below are some generalizations. Unsophisticated: - limited knowledge (product / service / industry etc) - external reliance (advice / recommendations / suggestions) - basic questions (lack of in depth questions / wants lots of examples and stories) - hand holding (loves support and guidance during the call) - heavy on emotion (often lacked by reason / thought out positions) vs... Sophisticated: - Deep knowledge (product / service / industry etc) - Internal reliance (they trust their own judgement and may be clear on their specific criteria) - Specific questions (detailed and targeted questions working to their specific criteria) - Independence (can and will make their own decision without the need for others approval) - Even mix of emotion and logic (decisions underpinned by both desire and a solid reason / thought out position) You can see just looking at the above that there are key differences in play. Said differences require a very different conversation and energy. As such, a very difference approach must be taken should you want to be consistently successful. So this student will now learn how I handle the sophisticated buyer. How I talk to them, how I structure the call, how I work to their criteria and how I take them to the point where they ask to buy from me. And he'll be learning it from a guy who still does this himself every day. Just yesterday I had 2 sales calls with this crowd and closed a 180K USD deal. All done the way this student will now learn.

Great to have you here! This free group is open to all serious established and up and coming sales pros. If you're not in sales but somewhat adjacent (marketing, offer owner, copywriter etc - or other service providers who need to sell their offering and services better) then there may be value for you here too and you sure are welcome! I'm not running this as a hyper engaged active community in the sense that I will be massively engaged in day to day comments / answering questions etc (there will be near daily learning focused content uploaded however!). This will be a place where I will share learning resources with you all based on my 20 years in sales and continued work selling on a high level account to this day. The idea is that you learn from it and are inspired by it (presuming it hits the mark for you!) and then use it! Much will be free. And some will be paid (you'll have the option to purchase them here within this group). Some of you may want to explore coming into my paid elite group - True Sales Pro: Group Training Program - where I share everything I know and do, and also coach the students through their journey. We have a very active, collaborative and supportive community there too! Our objectives in that group are simple, its for me to help serious and ambitious sales pros: - become elite (top 1%) - to get on highly desirable accounts selling to the highest-level people - to do their versions of my selling way – honest, direct, upfront - via a detached and questions-based methodology which is both collaborative and feels good for all parties - to reject all the typical cliché sales BS and nonsense – low value and cringey behaviour like pushiness, manipulation, convincing, canned scripts, objection battles, wasted time, hoping (over knowing), chasing and pleading - to get to 25K USD + per month within 12 months – probably working commission only and remote (though not essential as some members are in person selling / corporate) - whilst feeling good about the work that we do and how we treat people (and allow them to treat us!) - to become “more than just a salesperson” with infinite abundance, possibility and opportunity!