How To Sell To Non-Believers - Turning Doubt Into Trust
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Transcript of How To Sell To Non-Believers - Turning Doubt Into Trust
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How To Sell To “Non-Believers” TURNING DOUBT INTO TRUST
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GOT TRUST?
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GOT TRUST? Many founders & sales people do a great job
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GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects...
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GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects...
… but fail to build trust.
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GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects...
… but fail to build trust.
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GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects...
… but fail to build trust.
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FACTS? LOL! If you don't have trust,
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FACTS? LOL! If you don't have trust, everything else is worthless.
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FACTS? LOL! If you don't have trust, everything else is worthless. Many think that numbers, data & "proof" is enough to establish credibility,
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FACTS? LOL! If you don't have trust, everything else is worthless. Many think that numbers, data & "proof" is enough to establish credibility, and then wonder why prospects STILL don't believe.
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ir·ra·tion·al What they fail to see is how much
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ir·ra·tion·al What they fail to see is how much
emotion & irrationality
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ir·ra·tion·al What they fail to see is how much
emotion & irrationality is involved in closing a deal.
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ir·ra·tion·al What they fail to see is how much
emotion & irrationality is involved in closing a deal. Even in B2B transcactions & enterprise deals!
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THE FIX? So here's what you do…
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THE FIX? So here's what you do… you sell on 3 levels:
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THE FIX? So here's what you do… you sell on 3 levels: 1. you yourself, the sales person
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THE FIX? So here's what you do… you sell on 3 levels: 1. you yourself, the sales person
2. the company
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THE FIX? So here's what you do… you sell on 3 levels: 1. you yourself, the sales person
2. the company
3. the product
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CATHARSIS
Next, you have to address the
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CATHARSIS
Next, you have to address the elephant in the room
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CATHARSIS
Next, you have to address the elephant in the room and give them an opportunity to express their concerns
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CATHARSIS
Next, you have to address the elephant in the room and give them an opportunity to express their concerns & comfort them.
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MEMORIES Then you make them recall
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MEMORIES Then you make them recall positive buying experiences
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MEMORIES Then you make them recall positive buying experiences where overcoming their doubts led to a good outcome,
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MEMORIES Then you make them recall positive buying experiences where overcoming their doubts led to a good outcome, just as a final injection of courage.
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