30 Minutes to President's Club | No-Nonsense Sales #200 - Push Your Prospects Away To Sell More Deals
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Sep 8, 2023 Learn counterintuitive sales tactics to build trust and honesty with prospects by suggesting not to buy a product
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Pushing Away Reveals Commitment
- Suggesting a prospect not buy reveals their true commitment and clarifies value.
- Positioning yourself as honest reduces the "salesy" stigma and builds trust.
Offer An Alternative At The Intro Call
- At the end of an intro call, suggest an alternative solution to surface the prospect's real priorities.
- Use their reaction to tailor your messaging or know when to walk away.
Accounts Receivable Hiring Example
- The AR clerk example shows two revealing responses: refusal or active consideration.
- Each response gives selling signals: scalability concerns or a direct comparison to human hires.