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 – all the way on the left: they’re all over the place, can’t get out of their own way
All the way to the right, they’re looking at three options, and you are one of them
Your prospect will be somewhere on the spectrum
So – learning to recognize how people decide will help you address any indecision
For example, instead of pressure, offer a suggestion…
Typically, when folks have a lot going on, it’s best to start small to get a quick win…etc
I hope this helps!