90sBB (Sales) –  What’s your prospect looking for? 


  • Are you selling on price or on value?
  • Are you making it easy for people to buy for you?
  • How familiar are you with your customer’s ‘journey’?
  • If people buy more on emotion than logic – do you know how what you offer makes your clients/buyers feel?  What is it that they are really buying?

I always remember the story of the man who goes into the store asking for a drillWhat he really wants is a hole in the wall – but what kind of hole?  What size?  What is it for?

Digging deeper into the ‘question behind the question’ can lead you to offer a very different solution.

This is a great example of the fact that ‘the presenting problem’ (the thing that someone thinks they want) is only scratching the surface.  ‘The real problem’ may lie a couple of questions deeper.

Do you know the questions you need to ask to really understand what your prospect is really looking for?

Do you explain that clearly in your marketing and your sales process?

In this week’s 90dayplanning Facebook free group (link above) I’ve added a few more questions you might want to explore for your own business . . .  you are in the Facebook group, aren’t you?


  1. Take 5-10 minutes and start to explore the questions above.
  2. Why not hop over into the Facebook group and explore a few more
  3. Think about what people think or say they want – as it relates to what you do, then go deeper and identify what they really want and how that will make them feel.  

I’m sure you’ll get some simple insights into changes you can make to refine your own sales process.

Next Steps:

  1. Follow me – Mary –  on LinkedIn.  Each week I share ONE SIMPLE RESOURCE you can implement to improve your life and business.  https://www.linkedin.com/in/marycollin1/ 
  2. Want more info/help?  Talk to me in the free Facebook group (see intro) or join us inside the membership – remember there’s no time commitment and in 4 months you’ll go through the whole cycle and see why people stay.  And you can decide to love it or leave it. 

    The most affordable coaching program, resources, and support to help you really make the change you’re looking for.


So, there’s one thing you most definitely have:

A birthday (haha!).

But seriously, your birthday (or any milestone/celebration) is a good opportunity to create a piece of content for LinkedIn. 

​​​​​​​Just like Dan did here:

So, what’s cool about this post is that Dan turned an event that meant something only to him, into a valuable piece of content for his audience. 

And that’s something you should always keep in mind when posting online.

Always bring value, and always make your post relevant to your audience.  


EG:   One of the most difficult things for so many people – when it comes to posting regularly on LinkedIn – is coming up with consistent ideas for content and what content works best for your business. 

We’ve created a 32-page E-Book full of our collective knowledge on LinkedIn. What works best and what strategies will get you more leads from LinkedIn. 

Want a copy? Click here: www.resources.90dayplanning.co.uk/Content-Secrets

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