Explained: Why Is Uncertainty a Top Sales Killer?
Dialing up the FOMO backfires 87% of the time by actually increasing the odds your customer will be lost to no decision. Contrary to common belief, customers’ fear of messing up (FOMU) outweighs their fear of missing out on benefits (FOMO).
The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
“You want to recognize that your prospect has a series of issues and questions they will want resolved before they make a buying decision. These are things like ‘Am I sure that this is the best product?’, ‘Am I sure that this will work for my situation?’, ‘Will I get a good return on investment?’, ‘Will this integrate with a system I have working
... See moreGabriel Weinberg, Justin Mares • Traction: A Startup Guide to Getting Customers
Friction is all the doubts, hesitations and second thoughts people have about giving you money for a product. Is it really worth the money? Will it break? Can I trust this guy? Will it work? What if it doesn’t fit? Is this a scam? Is it the right choice for me? Will she like it?