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

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September 10, 2014

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

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September 10, 2014
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  1. 4.

    GOT TRUST? Many founders & sales people do a great

    job • pitching their product, • handling objections, • qualifying prospects...
  2. 5.

    GOT TRUST? Many founders & sales people do a great

    job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
  3. 6.

    GOT TRUST? Many founders & sales people do a great

    job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
  4. 7.

    GOT TRUST? Many founders & sales people do a great

    job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.
  5. 10.

    FACTS? LOL! If you don't have trust, everything else is

    worthless. Many think that numbers, data & "proof" is enough to establish credibility,
  6. 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.
  7. 14.

    ir·ra·tion·al What they fail to see is how much emotion

    & irrationality is involved in closing a deal.
  8. 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!
  9. 18.

    THE FIX? So here's what you do… you sell on

    3 levels: 1. you yourself, the sales person
  10. 19.

    THE FIX? So here's what you do… you sell on

    3 levels: 1. you yourself, the sales person 2. the company
  11. 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
  12. 23.

    CATHARSIS Next, you have to address the elephant in the

    room and give them an opportunity to express their concerns
  13. 24.

    CATHARSIS Next, you have to address the elephant in the

    room and give them an opportunity to express their concerns & comfort them.
  14. 27.

    MEMORIES Then you make them recall positive buying experiences where

    overcoming their doubts led to a good outcome,
  15. 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.