Explained: Why Is Uncertainty a Top Sales Killer?
Fear is the granddaddy of B2B emotions. Fear of failure. Fear of the repercussions of making a poor decision. Fear of looking stupid. Fear of getting fired. In a sales situation, invoking feelings like trust and confidence can go a long way toward helping buyers overcome their fear.
April Dunford • Sales Pitch: How to Craft a Story to Stand Out and Win
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
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