Josh Braun
Struggling to book meetings? Getting ghosted? Want to sell without selling your soul? Read this profile.
"Why should I choose your product over this other product?" When you hear this question your instinct might be to explain why your product is better. But when you tell people you're better, they can smell your commission breath. That's because you sound just like all those other manipulative, pushy, willing to say anything to win salespeople. What should you do instead? Retreat. Talk prospects out of your product. Like this: "I'm not sure if our product is the best choice for you. What prompted you to look at our product after seeing those other products?" "Couldn't you just use what you already have?" "What's the rush?" You might be afraid that if you use the phraseology above that you'll lose the sale. Nope. Your prospects are already asking themselves these questions anyway. When you retreat, you create an environment where prospects feel comfortable telling you what they are really thinking because they feel less pressure. Retreating makes people feel safe. Retreating gives you an understanding of where your prospects are on the "struggle-o-meter" so you waste less time chasing. (People rarely switch unless they're in the red zone.) Are you convincing or retreating?
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