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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
GOT TRUST?
GOT TRUST? Many founders & sales people do a great job
GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects...
GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
GOT TRUST? Many founders & sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
FACTS? LOL! If you don't have trust,
FACTS? LOL! If you don't have trust, everything else is worthless.
FACTS? LOL! If you don't have trust, everything else is worthless. Many think that numbers, data & "proof" is enough to establish credibility,
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.
ir·ra·tion·al What they fail to see is how much
ir·ra·tion·al What they fail to see is how much emotion & irrationality
ir·ra·tion·al What they fail to see is how much emotion & irrationality is involved in closing a deal.
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!
THE FIX? So here's what you do…
THE FIX? So here's what you do… you sell on 3 levels:
THE FIX? So here's what you do… you sell on 3 levels: 1.you yourself, the sales person
THE FIX? So here's what you do… you sell on 3 levels: 1.you yourself, the sales person 2.the company
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
CATHARSIS Next, you have to address the
CATHARSIS Next, you have to address the elephant in the room
CATHARSIS Next, you have to address the elephant in the room and give them an opportunity to express their concerns
CATHARSIS Next, you have to address the elephant in the room and give them an opportunity to express their concerns & comfort them.
MEMORIES Then you make them recall
MEMORIES Then you make them recall positive buying experiences
MEMORIES Then you make them recall positive buying experiences where overcoming their doubts led to a good outcome,
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.
WANT MORE? http://blog.close.io/turn-doubt-into-trust Check out this post!

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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
  • 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.