Max Bottaro

Psychology over Economic principles
When I first started in sales, I had a very scientific view of selling: “When the buyers perceived value of the product matches the price, a transaction will occur”. This brittle supply and demand view of sales got me sales, but they were mostly low balls. I figured if they didn’t want [...]

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Build a Sense of Ownership
This is the foundation of the “overnight test drive”. People won’t flex a pinky to get something new, but they will move mountains to keep something they already have. Whatever you are selling, put it in their hands, let them use it, let them imagine what owning it would be like. [...]

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Show, then tell.
Talk is cheap. You can tell someone how great your product or service is, but if you let them actually test it out and see how the can use it, it is much more effective. Don’t be a fast talking salesman; find a way to show your prospect why they need your [...]

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Lead your prospects emotionally
If you’ve ever been on a date with a girl, and timidly asked “so… what do you want to do?” chances are you didn’t get a second date. Be bold, be confident: this is your show, grab that bovine prospect by the horns and firmly but gently lead them. I’ll pick you [...]

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Plant Roses, but Don’t be Afraid to Water Daffodils
The interesting thing is when we design and architect a server, we don’t design it for Windows or Linux, we design it for both. We don’t really care, as long as we’re selling the one the customer wants. - Micheal Dell
Mention every benefit and feature your [...]

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Be cognoscente of your prospects buying temperature
There isn’t really an exact method for this one; you just have to ‘feel’ it. Asking to buy is like going in for the first kiss- it’s kind of scary and there’s a chance of rejection, but if you do it at the right moment its natural. Wait [...]

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