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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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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!

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