The Surprising Way to Combat Client Churn w/ Jonathan Ewing
Agency Life
Building Trust and Recognizing Moments
In this chapter, they discuss the importance of building trust with prospects in agency sales. They highlight the technique of using silence to create opportunities for prospects to open up and share their budget spreadsheet during screen share calls. They explain that trust is built in small droplets but lost in big buckets, emphasizing the significance of gaining and maintaining trust in the sales process to minimize client churn.
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