The artful sale is costly – often resold, sometimes resulting in a no or an unhappy customer

Founders try an artful sale. It is assertive, with high-sounding words and a soft-pedaling of pertinent risks. Generating hope. ‘Our solution is high reward with low risk!’ Optimistic, the prospect may say yes. Even so, meaningful change is difficult and rarely easy. The artful sale is misleading,

Later, the prospect has a too-good-to-be-true feeling. The allure of your words fades. The quick decision is not sensible.  In their minds, they cancel the sale.

As a founder, do you lean on artful selling? Consider these clues:

Use inflated and lofty phrases, implying a new reachable status:

-          Our capabilities are game-changing and can be yours.

-          You will flatten the problem or competition.

-          Become a leader in this arena.

Passing over dangers, calming fears:

-          Our solution is simple and easy to use.

-          Benefits start right away.

-          You can count on the payback.

When stuck in the artful tactic, try the nitty-gritty sale. Share the relevant information and details. Cover those you would insist on knowing as a customer before buying. Luckily, when you learn it, nitty-gritty sales are sensible and profitable.

Are you pondering my thoughts on this post?  Share what is on your mind at converse@marketenabledsales.com