– Can we get another demo?
– Can we get one more referral?
– Do you have another case study?
No, no, and no
1. The above is a sign of indecision
2. More information won’t help
3. It’ll actually make it worse
So…
Instead of typical salesy selling
Be a trusted advisor, and help them decide
I’ll be writing a lot more about this
But what might this look like in your sales context?
How would you breakthrough indecision & help someone decide?