Is it Fear or Logistics? · Remote Sales Secrets

Is it Fear or Logistics?

I was reviewing a call yesterday with one of my reps that fell into a super common trap.

Often times during objections we can make the assumption that our prospects are simply scared of going for it when in reality they need to move money between accounts and figure out HOW they will fund the deal.

So here are the pro-moves before you start using fancy fear re-frames with your prospects and leave them confused.

Diffuse - not a problem
Isolate - money aside is there anything else that would keep you less than 100% all in?
Double Confirm - So in other words this isn't a should I do it sort of thing where you are on the fence...it's literally a how / when meaning we just need to figure out HOW to find the funding so you can DREAM OUTCOME
Best Case Worst Case - That being said would you be open to an honest conversation around the finances.....best case we find a way to help you get going today. worst case we build out a roadmap and game plan to help you get started down the road?
Dive into DATA IF YES - Credit Score, Cash On Hand, Cash Flow
Make and Educated Suggestion

Video breaking it down is linked below 👇

Solve logistics first then you can handle the fear

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Is it Fear or Logistics?