How to Sell to Busy Buyers: Earn Attention, Simplify Decisions, and Close More Sales

You know, salespeople.

man, they spend a lot of time talking about how hard it is to sell in today's world.

And look, I hear it and I'm thankful for it because I get to help people kind of change the mindset.

But I hear all of the reasons why Sales is harder today than it's ever been before.

Hey, Jeff, people aren't answering their phones like they used to.

Nobody's responding to emails.

Prospects are ghosting us.

I do my part and they just continue to delay the decision.

Man, and if we get into this mindset as salespeople, it's very easy to assume that people just aren't interested.

But I'm here to challenge that a little bit and say, you know what, that might not be what's happening at all.

It's possible that maybe we've misdiagnosed the problem.

And so let me ask you something.

How many emails did you receive yesterday? How many text messages did your phone buzz to? How many Teams calls or Zoom calls or Slack notifications came through yesterday? How many meetings have you been in in the last two or three days? How many times did somebody interrupt your day over the last couple of days? And you're probably thinking, oh my gosh, yes, that's been quite a bit.

And wow, that's a lot.

Now, Flip the script here a little bit.

Imagine your customer or your prospect's life as well.

Guess what? They're also trying to hit deadlines.

They're managing people.

They're solving problems.

They're answering emails.

They're driving to appointments.

They're trying to make it home in time for dinner with their family or little junior's basketball game.

They're running the same pace, their same rat race as everybody else.

And so here's what I might propose.

Your biggest competitor today, it's not another salesperson.