??Overcoming Stuck??
Tony Lenhart ??
Sales Drummer ?? | B2B Sales Therapist & Problem-Solver | Fractional Sales Leader & Growth Strategist | Partner @ SEG | Speaker
Idea: Prospects indecision is caused by Overwhelm, Fear, & Uncertainty.
Inundated with information, scared to make a wrong choice, and not in possession of a crystal ball - making big choices can be paralyzing. Like trying to pick your order at The Cheesecake Factory.
Great salespeople help people get past this paralysis. Doing so drives decisions that bring clarity, calm, courage, and most importantly - action.?
Curiosity and credibility are key to making this happen. Genuine curiosity about your customer's situation, what they need to fix, and why it's important - builds trust. Credibility comes from sharing your experiences and relevant stories that resonate.
I am not a product of my circumstances. I am a product of my decisions. - Stephen Covey
The authors of The J.O.L.T. Effect share a framework to move people that are indecisive.
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Empower your customers to overcome indecision, find clarity, and take decisive action toward their goals. ??
Rhythm: Before your next sales call, take time to pre-call plan and think about what might be causing people indecision with choosing your solution vs another viable option. What can you ask them to find alignment? What stories can you purposefully share with them?
Additional Learning:
?? Thanks for being here. Check out my monthly dispatch as well - Sales Drummer ??
Showing Sales Professionals and Leaders How to Leverage Digital Influence to Create More and Better Opportunities - Sales Hall of Fame Inductee, Speaker, & Author
3 个月I had someone mention JOLT in another post today. I'll have to check it out. When I wrote about being a Sales Sherpa, the whole point of being a guide was to help buyers through a decision-making process. Because as sellers, we can think it's a pretty simple process, but for prospects, it's often complex and loaded with both opportunities and pitfalls.
Igniting JOY in People, Companies, and Communities! I empower individuals to TAKE ACTION on their lives by embracing the art of slowing down to move forward with purpose. Speaker | Coach | Neurodiversity Advocate
3 个月Knowing our process and having confidence in it helps, too. I used to move my offerings and pricing around to suit their needs - that's exhausting and confusing. Boundaries. Systems. Clarity. (p.s. I despise that ?? CF menu and so I never go there) ??
CEO of Be Found Online, Digital Marketing Strategist, Keynote Speaker, Energetic Emcee, University Educator.
3 个月Thanks for this Tony. I'm going to dive in a bit further. Was listening to the audible of "The Coaching Habit" and he cites research that suggests 3 or 4 choices lead to optimal outcomes. 5 or more and we fail miserably. Reminded me of some of the pricing psychology research around offering 3 price points. I'll see about weaving them together ??
Next Chapter Coach | Business Value Advisor | Peer Group Facilitator
3 个月Have you read "Unstuck Yourself" by Klyn Elsbury, a Vistage speaker and amazing sales expert?
CEO @Bereave | Helping companies and their employees navigate death & grief
3 个月Tony Lenhart ?? I just looked at the menu and shivered, I'd lock up. And probably leave without eating - or eating something I didn't want in the first place. ??