Go offline with the Player FM app!
Selling To The Invisible Rabbit - Sales Influence Podcast - SIP 582
Manage episode 499646201 series 1242556
đŻ Pretending the "invisible spouse" or "invisible boss" is present during sales conversations can shorten the sales cycle and facilitate easier buying decisions.
đ€ Asking customers what their spouse or boss would think about specific features validates understanding of needs and concerns, potentially revealing more insightful information.
Customer Psychologyđ By addressing concerns as if the absent decision-maker were present, salespeople can extract more genuine thoughts from the customer and accelerate agreement.
đ« When customers mention needing to consult others, avoid taking it personally or attempting to sell to the higher authority directly.
Communication TechniqueđĄ Instead of directly asking about the spouse's or boss's opinion, inquire what the customer thinks their spouse or boss would think, encouraging more authentic and informative responses.
680 episodes
Manage episode 499646201 series 1242556
đŻ Pretending the "invisible spouse" or "invisible boss" is present during sales conversations can shorten the sales cycle and facilitate easier buying decisions.
đ€ Asking customers what their spouse or boss would think about specific features validates understanding of needs and concerns, potentially revealing more insightful information.
Customer Psychologyđ By addressing concerns as if the absent decision-maker were present, salespeople can extract more genuine thoughts from the customer and accelerate agreement.
đ« When customers mention needing to consult others, avoid taking it personally or attempting to sell to the higher authority directly.
Communication TechniqueđĄ Instead of directly asking about the spouse's or boss's opinion, inquire what the customer thinks their spouse or boss would think, encouraging more authentic and informative responses.
680 episodes
All episodes
×Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.