Use This Tactic When Decision Makers Hesitate Because Of The Pandemic!

With everything going on in the world right now, decision makers are a tad more doubtful, skeptical, and hesitant!

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 . . .

A form of social proof that you’ve probably forgotten about!

References!

Providing references (especially right now) can help prospects get off the fence of uncertainty because it offers a peer to peer dialogue!

And I don’t care how good, or how trustworthy you are as a sales rep!

A prospect needs an answer to the question;

“Who says so besides yourself?”

So far, I really haven’t offered something you didn’t know already, so let’s add two things to this concept of providing references.

First, you’ll have a higher probability of tipping the scales in your favor if you can provide a reference/references of those you’ve been able to help during the pandemic.

Why?

Because your prospect is hesitating BECAUSE OF THE PANDEMIC and speaking with someone who took the risk and benefited can put them at ease!

Assignment: Go back to everyone that’s purchased your solution during the pandemic and first ask for a testimonial. Once they provide it, ask if it would be OK to use them as a reference assuring them that you’ll always give them a heads up before someone calls.

One more thing . . .

In the past, I was a big advocate of NOT providing a reference until I had a commitment to move forward pending a favorable review.

With many buyers scared, hesitant, skeptical, and embracing a “wait and see” attitude;

I’m now in favor of providing the reference at the first sign of hesitation.

Give it a shot and let me know how it works for you!

Prospects are MORE Skeptical and Hesitant Than Ever Before!

And that means more sales reps are experiencing longer sales cycles and much higher rejection rates!

Yep, another sh*t sandwich thanks to the pandemic!

What can we do to take greater control of our deals while putting our prospects at ease?

That’s what we’re going to discuss during our How To Sell To The Hesitant Buyer webinar on December 15th at 11:30 am EST.

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

2 Ways To Reduce No-Shows and Reschedules! No-shows and cancellations are at an all time high right now. I’ve field tested 2 highly effective tactics that can help!
12 Things You Must Include In Your Sales Process To Stay “Top of Mind” and Reduce Obstacles, Stalls, and Objections. Your prospect is distracted, scared, and reluctant to spend money right now!
5 Ways To Safeguard Your Deals and Keep Them Moving Forward. How can we create forward momentum with our deals and as a bonus, shorten the sales cycle? Guess we’ll never know until you get off your ass and join us for the webinar, right?
5 Things You Can Do When Someone Asks You To Lower Your Price. You do know that there are options other than lowering your price, right?
3 Tactics To Deploy If You Feel You’ve Been “Ghosted”. Yep, being “ghosted” sucks! I’ll show you how to flip the script!

When?

December 15th from 11:30 am – 12:30 pm EST.

Can’t join us live?

How much?

$99

Paul Castain's Blog