Do you struggle to explain your offering?
Do you struggle to explain your offering?
Do you find it difficult to engage buyers?
Do you struggle to differentiate against the competition?
Do you need help knowing what to focus on when speaking with prospects?
The Clear Sales Message™ Course helps you to maximise every selling conversation by knowing what to say and how to engage your buyers through talking about what matters to them.
Designed for “I’m not a salesperson” people.
The Clear Sales Message™ Course is designed to teach anyone, anywhere how to sell anything by creating a C.L.E.A.R and commercially viable sales message and the assets you need to engage and convert potential buyers.
When you know what to say and how to confidently answer common client questions, it completely changes the dynamic of the conversation. If you struggle to explain what you do, or appear unconfident or unprepared it can lose the sale regardless of how great your offering is (or even the price).
There has never been a step by process for you to follow which contains everything you need to create your Clear Sales Message™. Until now.
A successful formula you can follow step by step.
To maximise every selling situation, you simply need to be prepared and know what to say and how to say it – as well as have the assets you need to back that up.
This is why Clear Sales Message™ exists.
Whilst we are all familiar with our offering, we often answer the same questions in different ways and can find questions like “why should I choose you?” difficult to answer in a compelling way.
Since 2017, we have worked with countless companies to help them hone their sales messaging and maximise their selling conversations.
In that time, we have created and distilled our C.L.E.A.R methodology, which now forms a step by step process that anyone can follow to define or re-define how they talk about their offering.
Step 1 – Refine your message.
You already have a sales message and you already have clients, so this part of the process is looking at what is currently happening. We need to establish the basic factors about your offering and your clients to allow us to move forward.
We look at:
- What are your clients really buying?
- What triggers them to buy?
- What are the alternatives to your offering?
- What happens if your buyer does nothing?
- What is the range of your offering?
With these elements established, we form the basis of the “arguments” for your offering and understand how and why your clients would need you and should choose you.
Step 2 – Answer common questions.
With your messaging refined, we can then create the “arguments” and assets necessary to support you in your online and offline selling conversations.
We look at:
- What do you do?
- Why do I need you?
- Why should I choose you?
- How does it work?
- Why are you so expensive?
With these questions answered, we can move on to create the assets you need.
Step 3 – Create the assets.
With your messaging refined and questions answered, we can then create the assets necessary to support you in your online and offline selling conversations.
- Create a name for your business/product/service.
- Create a catchy tagline.
- Create your “opening gambit” to start each interaction with a new client.
- Create an engaging call to action.
- Create an engaging/memorable website address.
- Create and name your process of working.
- Create a C.L.E.A.R. email signature.
- Ensure your business cards are C.L.E.A.R.
- Ensure your social media profiles are C.L.E.A.R.
The ROI bit (what this stuff does)
There are some distinct advantages afforded directly from creating a Clear Sales Message™, but the overarching principle is that you can maximise every selling conversation which leads to an improvement in your performance.
Upon creating your Clear Sales Message™, you will benefit from one or all of the following:
- Confidence – Speak and pitch more confidently knowing you are prepared for any and all questions.
- Differentiation – Confidently differentiate yourself using one of 28 ways.
- Memorability – Focus on being memorable using one of 17 different methods in the course.
- Revenue – Your new messaging will help maximise more selling conversations and thus increase your conversions.
- Scaleability – If you have a team or are growing, standardising your message ensures everyone sells at their best.
The science bit. (Why this stuff works)
Selling is all about communication.
It’s a conversation with money at the end.
Methodology. (How this stuff works)
Every part of the Clear Sales Message Course has been designed using our C.L.E.A.R. Methodology.
This methodology was created and tested over approx 2 years with real clients who have grown their confidence, revenue and business thanks to their messaging.
In addition to our methodology, there are over 100 factors we call upon to seize attention, engage and convert using psychology, science and common sense. All of these factors are included in the course here.
The Clear Sales Message approach is proven, respected and provides a tangible commercial impact for the clients we serve.
It’s not about being clever. It’s about being C.L.E.A.R.
Feedback. (Does this stuff actually work?)
The same methodology that forms the Clear Sales Message™ Course has been used to develop names, taglines and messaging for a number of clients since 2017.
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Who created this course? (Is he any good?)
James Newell created Clear Sales Message in 2017 as he transitioned from a successful career in the corporate sales environment to finding and following his passion running his own sales consultancy.
Having supplied £600M worth of vehicles to his clients over 12 years and having never missed a sales target in that time; James sought to distill the “secrets” that contributed to his performance and to use this to train others.
Working with small to medium size businesses in the UK it became apparent very quickly that many businesses required a defined value proposition- or “sales message”. By creating a means for companies and salespeople to communicate more clearly, James was able to transform their performance and also understand just how he performed so well.
It turns out that selling all comes down to the quality of your communication.
It’s time to maximise EVERY selling conversation
Your questions. Answered.
A sales message or value proposition is how you communicate to your clients the value of products and services you offer.
It’s the answer to the questions “what do you do?” and “why should I choose you?” – arguably the most important elements of how you sell your products or services.
With the right message, you can present your products and services with confidence and clarity, knowing that what you are communicating will resonate with your potential client.
Above all else, a Clear Sales Message should be exactly that.
CLEAR and easy to understand.
“If they don’t understand it, they can’t buy it.”
Every business has a sales message, every business has a way of explaining what they do, how they do it and for whom.
The reality is that not all of them are effective and the impact of a poor sales message cannot be underestimated.
We all inherently understand the nature of what we do and how we do it. It’s explaining this to others in an engaging and clear way that is the issue. That is why a Clear Sales Message is so crucial.
A Clear Sales Message can increase your sales through confidence, clarity and engaging the right type of client.
A poor sales message can harm your ability to sell and to communicate with potential clients.
There are 5 distinct advantages to having a Clear Sales Message:
Confidence - You engage, speak and present with an increased level of confidence knowing you are prepared for potential client questions.
Differentiation - If you have a lot of competitors who do much the same as you, a Clear Sales Message helps you find your "angle" and how you differentiate from the competition.
Memorability - Being able to position yourself in the marketplace and confidently communicate your offering allows you to find and exploit your point of difference.
Revenue - An increase in confidence and a structured sales conversation removes the element of chance and maximises every potential selling opportunity which leads to an increase in revenue.
Scale - If you have a large team, or are looking to expand, standardising how you talk about the business allows everyone in the business to speak in the same way and maximise every conversation at scale.
The main warning signs of a poor sales message are:
1. A lack of confidence when speaking about your business, product or service.
If you dread the “what do you do?” question or if you fail to answer the “why should we choose you?” question then you lack the confidence to promote what you do. Confidence comes from clarity and clarity comes from a Clear Sales Message.
2. A high website bounce rate or poor website conversion.
A high “bounce” rate from your website is another warning sign of a poor sales message. Your marketing and advertising draws visitors to your site, but if your copy (the actual content and words you use on your website) isn’t clear or compelling enough it can mean the visitor leaves as they don’t “get it” and won’t be investing any time to find out more.
3. A high percentage of referral business.
Whilst referral business is THE best kind of business to have, it can be a warning sign that your sales message is not clear. Only receiving referral business means that those who buy your product or service require a personal recommendation or an in-depth explanation of what you do.
4. A poor or sporadic sales performance.
With a clearly defined sales message, target client and understanding of the value you bring, you simply should not be experiencing poor conversion. A poor or sporadic sales performance can reflect both the lack of connection and understanding with your clients as well as a lack of confidence or consistency.
5. A “one stop shop” approach.
Your Sales Message will be at its most effective only when delivered to the right person at the right moment. Failing to identify the correct client type or the triggers and timescales that will cause them to need your services.If you can’t clearly define when your product or service is required and by whom, your sales message is likely to be just as undefined.
There can be other red flags when your prospects simply don’t understand what you do or how they may benefit from your product or service, but these are the key warning signs – especially number 1.
Absolutely. Everything about the course has been designed so that ANYONE can use it and get the desired result.
The course drills down into the most basic of details and keeps everything actionable and simple.
We provide the inspiration, ideas and structure to create the messaging- you add the details about your business / offering.
The book is a basic introduction to the concept of Clear Sales Message™.
This course is a step by step process for creating your very own Clear Sales Message™.
This is a DIY course designed to give you the tools to create your messaging.
If you would like assistance, or for us to create your messaging for you then please contact us.
(C) 2019 Clear Sales Message