How To Sell To Non-Believers - Turning Doubt Into Trust
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How to sell to non believers and people who have doubts and fears about buying your product... read more: http://blog.close.io/turn-doubt-into-trust
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How To Sell To Non-Believers - Turning Doubt Into Trust
- 1. How To Sell To “Non-Believers” TURNING DOUBT INTO TRUST
- 2. GOT TRUST?
- 3. GOT TRUST? Many founders & sales people do a great job
- 4. GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects...
- 5. GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
- 6. GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
- 7. GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
- 8. FACTS? LOL! If you don't have trust,
- 9. FACTS? LOL! If you don't have trust, everything else is worthless.
- 10. FACTS? LOL! If you don't have trust, everything else is worthless. Many think that numbers, data & "proof" is enough to establish credibility,
- 11. 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.
- 12. ir·ra·tion·al What they fail to see is how much
- 13. ir·ra·tion·al What they fail to see is how much emotion & irrationality
- 14. ir·ra·tion·al What they fail to see is how much emotion & irrationality is involved in closing a deal.
- 15. 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!
- 16. THE FIX? So here's what you do…
- 17. THE FIX? So here's what you do… you sell on 3 levels:
- 18. THE FIX? So here's what you do… you sell on 3 levels: 1.you yourself, the sales person
- 19. THE FIX? So here's what you do… you sell on 3 levels: 1.you yourself, the sales person 2.the company
- 20. 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
- 21. CATHARSIS Next, you have to address the
- 22. CATHARSIS Next, you have to address the elephant in the room
- 23. CATHARSIS Next, you have to address the elephant in the room and give them an opportunity to express their concerns
- 24. CATHARSIS Next, you have to address the elephant in the room and give them an opportunity to express their concerns & comfort them.
- 25. MEMORIES Then you make them recall
- 26. MEMORIES Then you make them recall positive buying experiences
- 27. MEMORIES Then you make them recall positive buying experiences where overcoming their doubts led to a good outcome,
- 28. 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.
- 29. WANT MORE? http://blog.close.io/turn-doubt-into-trust Check out this post!