133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
30 Minutes to President's Club | No-Nonsense Sales
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Is Your Response Rate Abysmal?
Beck: When you hear that their reply rates are lower, or your open rates are lower due to X, Y or Z, it's not like you just keep going on. They'll say, Yeah, so our reply rate is abysmal. It's 3%. And I'm like, Hey, can we time out here? Actually, I don't know if this makes you feeling better, but average reply rate is 0.5%. So you're not doing that badly, comparatively, and they'll light up.
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