What do I mean by “twisting the knife?”

I mean pouring a little salt on the wound to heighten pain, urgency, willingness to act, willingness to spend.

Use these techniques responsibly.

Master the art of ‘twisting the knife’ and create urgency from thin air with these 30 SaaS sales scripts:

>> CLICK HERE to uncover deal-closing pain, create urgency from thin air, and sell in an economic meltdown.

1. Share an “all too familiar scenario”

When you share a (painful) story or scenario that your buyer can see themselves in, their motivation to act doubles.

A great way to do this is telling the front-end of customer stories.

I’m NOT talking about sharing the outcomes or success they achieved.

I’m talking about sharing the story of pain, struggle, and challenge that a customer went through prior to working with you.

If your buyer can see themselves in that story…

You’re off to the races.

If you come from your target market, you can tell your own stories.

Share more “all too familiar” scenarios that capture the pain that what you sell, relieves. 

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2. Asking specific “negative impact” questions.

You’re probably already asking impact questions…

“How is this impacting the business…”

“What are the ramifications of this challenge…”

“What are the ripple effects of this challenge…”

Those are good.

Want great?

But one of the keys to outsized sales success is figuring out what specific negative impacts do your buyers predictably care about, and asking about those.

Example:

If I’m talking to a CRO, and they have a win rate problem, I can ask this:

“How is this win rate challenge impacting your CAC and CAC payback period?”

CROs (and CEOs) care deeply about that.

That twists the knife far better than just asking “what’s the impact of your win rate challenge on the business?”

You know the concept of ‘product/market fit’?

Well, there’s also ‘negative impact/market fit.’

Find yours.

There are usually 3-4 you can zero in on.

They can take a semi-urgent problem into the land of urgency fast.

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3. Personal stories and confessions that your buyer sharply identifies with.

This is similar to the first one.

But now, you’re telling your own story.

This works best if you come from the market you sell to.

When I’m selling pclub.io to individuals on a webinar, I’ll tell a personal story like this…

“Years ago, I was sitting in the audience in SKO…

“Our CRO gets on stage and starts announcing President’s Club winners from that year…

“I wished I were invisible. It seemed like so many people made it. But not me…

“I watched as the CEO draped Hawaiian leis over their heads…

“I wanted to be happy for my friends, but all I could do was seethe in my seat, feebly clapping, making a vow that I’d be on stage next year.”

For many salespeople, that resonates.

They sharply identify with it.

It takes pain, and agitates it.

As I said, it twists the knife. 

Founding company stories are another good option for this, as long as you inject an emotional narrative into it.

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4. Triggering imagined scenarios of others’ poor perceptions of them.

Be careful with this one.

You have to be subtle. You don’t want to be so explicitly where you’re asking things like:

“What’s your boss going to think about you??”

Right in theory, wrong in execution.

You’re better off telling stories and letting them draw their own conclusions.

“I was talking to a VP Sales customer. Before he became a customer, he shared a story of when he was in a board meeting trying to explain his missed forecast and the CFO interrupted him and said ‘we’ve heard this story three quarters in a row now. When are you going to fix this?”

When you tell a story like that, and then innocuously ask “I’m curious if you’ve dealt with anything similar?” It can be like pouring gas on an open flame.

Ok.

Mastering the art of twisting the knife is one of the highest income, highest paid, highest ROI skills you can develop in sales.

It can take buyers who are “just curious to see what’s out there” and transform them into a champion who’s willing to run through brick walls to get a deal done.

But only if you nail the execution.

And that’s the bad news. 

There’s a lot to mastering these techniques. 

But when you master this skill?

You get to live in the land of milk and honey (read: commission accelerators).

The good news…

I can teach you how to do this in life-threatening detail.

The Underground SaaS Sales Scripts has 30 scripts that will skyrocket your income (guaranteed) by mastering “twisting the knife”...

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>>> Underground Discovery Scripts: How to Uncover Business Pain That MONEY Follows, Create Urgency From Thin Air, and SELL In an Economic Meltdown

>>> Underground Sales Demo Scripts: Exact Words and Scripts to Run SaaS Demos that SELL.

>>> Underground Closing Motion Scripts: How to Close More SaaS Deals Faster and Easier Than You Ever Have.

If you use those scripts… 

If you perfect the execution…

You will wake up to a completely different life, career, business, and income a short while from now.

Claim your (almost FREE) Underground SaaS Sales Scripts HERE and double your income.

Go check those out.

I bet this next year becomes a very, very high income year for you.

I can’t wait to hear about your success.

P.S. Don’t forget, you’re not years away from everything you want in life. You’re skills away from everything you want in life.

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