Ad Sales Training Nation Get Three No’s Before You Let ’Em Go! with sales training coach Ryan Dohrn
Jul 28, 2023
Discover the strategy of seeking three refusals before opting out of potential sales leads. Explore the 'Goldilocks principle' by presenting clients with three pricing options to guide them toward the sweet spot. Uncover the secrets of effective CRM management, prioritizing organization and categorization of contacts for better sales tracking. Plus, gain insights into using productivity tools to streamline your sales process and stay focused on your goals.
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Get Three No's Before You Quit
- Do aim to get three explicit no's before you stop pursuing a prospect to ensure you've exhausted options.
- Ask open-ended questions, clarify objections, and pivot to new value propositions after each no.
Build An Objection Playbook
- Do create a playbook of your common objections and scripted responses so you can push the conversation forward.
- Use flashcards, assumptions, and follow-up value propositions to move from a no to clarification or another attempt.
Rule Of Three Shapes Choices
- The rule of three creates cognitive comfort and nudges prospects toward the middle option.
- Design the middle package as the 'just right' choice and make the lowest option unattractive to guide decisions.
