Nonprofit Worker

Likes

Mission, impact, story

Dislikes

Profit-only talk

Recommended sales approaches

• The Annual Pay annually; save vs. monthly.
• The Comparison Chart Us vs. competitor in a chart.
• The Demo Show, don't tell; let the product sell itself.
• The Mirror Mirror their words and style to build rapport.
• The Nice-to-Have Makes life better.
• The Objection Map Prepared answers for common objections.
• The Payment Plan Break price into small payments to reduce sticker shock.
• The Positive Negative Acknowledge a downside, then outweigh with benefits.
• The Question Open with a question that creates curiosity.
• The Question Stack Ask a series of yes-leading questions to build momentum.
• The Quick Fix Quick fix for immediate need.
• The Reverse Ask them to sell you on why they'd say no.
• The Veteran Years of experience.