How To Sell To Non-Believers - Turning Doubt Into Trust

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

Transcript

1. How To Sell To “Non-Believers” TURNING DOUBT INTO TRUST
2. GOT 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.
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