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Overcoming Customer Indecision and Challenging Conventional Sales Wisdom with Matt Dixon
Positioning with April Dunford
Understanding the Reasons Behind No Decision Losses in Sales
Salespeople often resort to a scarcity play as a last-ditch effort, offering a 10% discount that's only valid for the current quarter. However, this technique tends to backfire more often than it succeeds. Research reveals that using fear of missing out (FOMO) tactics with hesitant customers increases the likelihood of losing the deal to no decision. The conventional wisdom of focusing on customers' satisfaction with the status quo is only one factor, while the bigger reason for indecision is the fear of failure. Recognizing and addressing this fear is crucial in preventing no decision losses.
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