5 COMMON SALESMISTAKES

1,000 MISTAKES ARE BETTER THAN

NOT TRYING AT ALL

© Morten Wolff @unfck.sales #unfcksales 4

WHAT THIS IS ABOUT

#1 Try to sell to everyone#2 Think your customer knows what he wants#3 Feature vs benefit#4 Confusing your business model#5 Choosing your channels

5 COMMON SALES MISTAKES

DON´T TRY TO SELLEVERYTHING TO

EVERYONE

MISTAKE#1

© Morten Wolff @unfck.sales #unfcksales 6

DON´T TRY TO SELL TO EVERYONE

!ü Relevant ü Valuableü Preciseü Focusedü Consistent

ü Messagingü Channelsü Productü Processesü …

You have to be In these areas

Is what I am doing really relevant for that person?If not

MOVE ON --> talk to your TARGET GROUP

TAM SAM SOM

Segments Personas

© Morten Wolff @unfck.sales #unfcksales 7

EXAMPLE - PARADOXON OF CHOICE

(Iyengar, Lepper, 2000)

THINK THAT CUSTOMERS WILL KNOW WHAT´S BEST

MISTAKE#2

© Morten Wolff @unfck.sales #unfcksales 9

WHAT DOES YOUR CUSTOMER KNOW?

à Follow your customers thinking, dont think they follow you

Awareness Problem Solution Know-How Success

FEATURE VS BENEFIT

MISTAKE#3

© Morten Wolff @unfck.sales #unfcksales 11

I WANTED TO BUY A BIKE

Thank you no thank you

Yes please

© Morten Wolff @unfck.sales #unfcksales 12

SO WHAT? - BE SMART ABOUT IT

Product Feature User Benefit

X12 hoover power Your floor will shine as if it´s new

Unlimited calendar integration Less stress and more time for your family ;)

Storage for 1GB Mp3 1000 Songs in your pocket

#Lifehack

If you struggle to come up withbenefits:

-> ask yourself so what?

CONFUSING YOURBUSINESS MODEL

OR

ARPA < CAC

MISTAKE#4

© Morten Wolff @unfck.sales #unfcksales 14

Five ways to build a $100 million business(Christoph Janz)

© Morten Wolff @unfck.sales #unfcksales 15

GET YOUR STRATEGY AND KPI IN LINE

Flies make you $10 p.a.- Viral Business Model- User Generated Content

Mice make you $100 p.a.- Automation- Referral Systems

Rabbits make you $1000 p.a.- Organic Growth & Inbound

Marketing- NPS is king

Deers make you <$10.000 p.a.- Simmilar approach to Rabbits- Due to higher ARPA you can invest in

outbound sales

Elephants make you <$100.00 p.a.- Classic enterprise sales- Very high ARPA enagles Budget for CAC

WHEN YOU PITCH YOUTALK

MISTAKE#5

© Morten Wolff https://unfck-sales.com 17

We are a company of

67 people and we

develop custom made

software for

companies who want

great software

#UnfckYourPitch

© Morten Wolff @unfck.sales #unfcksales 18

HOW TO ACTUALLY PITCH

Yes you talk

But

You also listen=

✅ Pitch as a conversation

© Morten Wolff @unfck.sales #unfcksales 19

HOW TO ACTUALLY PITCH

✅ Adapt to persona

✅ It´s about them, not you

✅ How can you solve a problem in their life?

✅ Be relevant

AND NOW?

It´s all about what works for your business andyour specific clients

Just schedule a free exclusive session withMorten:https://calendly.com/unfck/free-session

Or send an email at: mw@unfck-sales.com

Unfck Sales Now