[GET] Perry Marshall – Mixergy Master Class – 80/20 Sales and Marketing

[mrlink]

Perry Marshall – Mixergy Master Class – 80/20 Sales and Marketing
English + (PDF) + 7 MB

Quote:When Perry Marshall was laid off from his engineering job, he made a career change.

“I went into sales,” says Perry, founder of Perry S. Marshall and Associates and author of 80/20 Sales and Marketing. He thought, “Well, [sales] shouldn’t be too hard.”

But despite endless cold calling and pavement pounding, Perry rarely hit his sales quota. “I ate bologna sandwiches and ramen soup for three years,” he says.

Today Perry works smarter, not harder. That’s how he took one of his companies from $200,000 a year to $4 million in four years. Then he sold it for $18 million.

And Perry hasn’t made a cold call in 15 years. “My customers come to me,” he says. “I’m in the position of deciding which customers I want to do business with, not begging. I think everybody should aspire to be in that position.”

In his Mixergy course, Perry shows you the secret to selling more by doing less. Here are three highlights from the course.



When it comes to sales, most people focus on the ones that got away.

For instance, “you send an email, and 14% of the people open the email, and 3% click on the link,” says Perry. “Everybody’s mentality is, ‘I want 100% of the people to open the email.’”

Then they obsess about how to get the other 86% to open it. “And it’s a mistake,” he says. “It’s a huge mistake because they won’t. They never will. There’s nothing you can do about it.”

So what should you do instead?

Exclude more prospects
“Sales is not a convincing-people process,” says Perry. “It is a disqualification process.”

So instead of trying to convince the 86%, focus on the 14% who are actually interested in your product. Then, reduce that 14% even more.

“What you’re trying to do is whittle it down, whittle it down, whittle it down,” he says, until you have the top sales prospects. And once you know who your top prospects are, you can figure out what they really want.

“The fact is, the guy at the top is going to be 50 times more interested than the guy at the bottom,” says Perry. “I guarantee you, he has the money and he’s got a problem that he wants solved, and your job [is] to focus on the 1%, the 3%, the 5%, and to pretty much ignore everybody else.”

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[3d.chandan]

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