We celebrate the: But customers want: Here’s the secret:
To script or not to script…
Do sales scripts stifle authenticity? Some say yes Some say no Yes camp says: No camp says: What do you think? What works for you? Sometimes “script” is interpreted as “stick to the script” There’s also Something to think about: no high-performing team (or individual) operates without some kind of script
Trick to remove awkwardness when asking for the sale
How to stop feeling awkward asking for the sale Do this: trade awkwardness for respect Give your prospect the respect to choose… “How are you feeling about this? Does it hit the mark, or did I totally bomb?” It’s their decision, let them make it Takes the pressure off you Put the respect & responsibility where […]
Identifying Buyer Indecision
Quick way to identify buyer indecision because there is a difference between the ability to buy, and the ability to decide…knowing this is key to winning more business
Simple way to judge indecison
The ability to buy and the ability to decide are not the same. The Jolt Effect study (and book) has shown that many prospects struggle to decide – even though they know they need to do something Here’s a quick tip – look at how they’re thinking about making a decision There’s a spectrum – […]