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Avoid Salesy - Feel Good
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One non-salesy tip
Meet your new deal killer - indecision
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We've all heard this from prospects - "We need to think about it."
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The close rate on "we need to think about it" is:
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Indecision is present in 87% of sales conversation to some degree. Where does indecision come from? At its core, it comes from being human.
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There's no avoiding it - it just is.
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But there are three areas to watch out for:
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- Unclear value to your prospect
- Information overload
- Uncertain outcome
Most sellers address only number one. They will continue to expound on their value propositions. This actually hurts deals in later stages.
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Instead, try offering your prospect a recommendation:
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Based on our conversation, option B seems to be the best fit - and it's a personal favorite as I've seen it help organizations like yours.
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What this will do is provide decision clarity. Prospects struggling with indecision don't need pressure, or to be reminded of the pain of doing nothing - they need clarity - a path forward.
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A recommendation provides clarity.
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Stats sourced from the book, The Jolt Effect
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One sales principle
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One 1-min vid
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One suggestion
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Get the book...
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Simple Step to Help Prospects Trust You & Feel Heard
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Insert a recap into your sales convos - too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood - short video...
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Does your prospect "feel" heard?
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Simple step to ensure your prospect feels heard: Insert a recap into your sales convos Ever chat with a boss, a friend, or peer—and they suddenly go, "Got it," and then zone out while you're still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they've totally understood the prospect's needs and starts daydreaming about …
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This cold email ask gets sales convos started...
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Bad: Can I grab 15-mins on your cal? Better: Open to a convo…? Worth a chat? Pure gold: Is it worth a short email exchange to see if a convo even makes sense?
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What's going on with your buyer?
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I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
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