Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

I help nice people sell more

Download a free copy of my ebook, receive a short daily email...

and discover how to sell your work without compromising your values

Are You Forcing People to Pay Interaction-Tax?

The other day I wrote about ‘selling people a problem’ – i.e. when the buyer perceives a complication or cost, that goes along with your solution.

Today, let’s look at interaction-tax.

And while it’s a word I made up, each of us force others to pay that tax.

– An email that’s long, and carelessly worded?

Now your buyer needs to allocate mental resources to even grasp the core of your message: you’re making the pay interaction-tax.

– A Zoom call with a buyer, where you let them ramble and you don’t guide the conversation to a result of some sort?

They just spent an hour with you, and no real advance was made: Interaction tax.

– Need to tell an employee that you’d like to see them take more responsibility – but you cloak it in a ranting complaint about company morale?

Interaction tax.

– Present a demo with logic gaps, and your listener needs to think to connect the dots? Interaction tax.

In so many ways, so very often, we force people to pay a cost to interacting with us, and it goes directly against results, and against everybody’s interests.

My favourite pet-peeve in this context?

Those blighted audio messages people are always sending each other on Whatsapp. Horrible thing.

Oh, so you can’t be bothered to think out, and type up, a pithy, 1-sentence message?

Well, now the recipient needs to spend 90 seconds listening to you rambling, about something that could have been said in 5 seconds, or read in 3 seconds. Interaction tax.

Of course it’s not your intention – but it’s crazily easy to levy interaction tax on others.

Don’t do it – especially when you’re dealing with a stakeholder, such as a client.

Any interaction they have with you, be it written feedback on something, or an email or text reply, or a work meeting or session:

Carefully tailor your interaction and messaging to be as friction-free and low-cost as possible for the other.

Avoid making people pay a cost to interacting with you, and you’ll magically start seeing things move more smoothly with everyone – including your buyers.

 


On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release early May 2022.
Register here to be notified when it goes live.

I help nice people sell more

Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy

Results

Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

Want to increase the number of people who buy your work?

Schedule a 20-minute sales audit

get the book

…and sell the way nice people do

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy

get the book

and discover how to sell the way nice people do

You’ll also receive a short daily email on ethical selling and business growth.

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy

I help nice people sell more

Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy