This Sales Tactic Is Non-Negotiable Right Now!

With everything going on in the world right now, do you think decision makers are a tad more hesitant and even skeptical?

This leads to indecision and at the very least, a much longer sales cycle.

That’s why you need to use social proof!

What is social proof?

It’s a concept that people will adapt their behavior based on what the masses (particularly their peers) are doing.

This is particularly powerful right now because we’ve never been through the events we’ve been experiencing lately, so;

We’re looking to the crowd, the industry, our peers;

To see what they’ve been doing and if it validates something we’ve been considering.

And that brings us to something of yours that is in desperate need of a makeover;

Testimonials, but not just any kind of testimonials!

Testimonials that talk about how valuable you and your solution have been during the pandemic.

Why include a reference to the pandemic?

Because your prospects are hesitating BECAUSE OF THE PANDEMIC, and;

If you can offer some recent proof that you and your solution helped drive revenue, reduced overhead, helped them do more with less, increased, decreased, you get the idea;

Then you’ve given them a peer’s perspective of the value in utilizing you and your solution TODAY!

I’m willing to bet that your competitors are NOT doing this. IF they’re offering testimonials, it’s probably the same tired ones they’ve been dusting off for years.

Things have changed and you need to show them that you and your solution are more relevant and valuable than ever before!

So your assignment for today is to go back to any client you’ve helped during the pandemic and ask them for a testimonial.

And make sure that they not only mention your solution and your company;

Make sure they mention YOU specifically.

Trying to get a decision maker’s attention? Good luck with that!

Managers are interrupted, on average, once every 3 minutes and 5 seconds.

When you have that many interruptions throughout your day, you get really good and blowing off irrelevant interruptions;

Like a call or email from another sales rep that most probably sounds the same as ALL the other reps interrupting their day!

This begs the question;

How do you get a decision maker’s attention?

I’ve got the answer (actually several) and;

We’re going to be discussing several approaches during our webinar on December 15th.

Here’s what you’ll gain by joining us;

The one thing EVERY decision maker looks for when a sales rep tries to communicate with them.
How to use the “consensus” tactic to get a decision maker’s attention.
How to use “cliffhangers” to create interest.
The 3 principles of persuasion that can help you generate appointments.
2 “kits” that will help you stand out!
The one type of demo you should provide in order to book a demo (No, that isn’t a typo).
Why you need to take your prospects “off script” and 3 ways to do it.
How to create and utilize “3 touch mini-campaigns”

When?

Wednesday, December 15th, from 11:30 am to 12:30 pm EST.

What’s Included?

(1) 60-minute online training session

Webinar replay

5 Phone/Voicemail templates

3 Email Templates

Personalized feedback when you hand in your assignment

How Much?

$99

Paul Castain's Blog