TSL #220: Layering in your “No’s”
Your customer is stalling...& doesn’t want to make a decision...
& you have an idea...
...actually you have 4-5 ideas to move your deal forward.
You’re so excited that you dump every idea on your customer at once...
And they say, “No.”
Once...
With no bullets left, you let them leave.
🔥They couldn’t say yes, bc you only gave them one chance to say “No.”
🔥Many ideas...only one No.
🔥Try layering in your No’s...
Because your customer already has one No in the chamber- no matter what idea you throw out there, they “knee-jerk” the 1rst No w/out even considering your offer.
So layer it...
🔥Give them an easy one to say No (it doesn’t matter, bc they were likely to say No anyway).
Then based on experience & conversation, layer in additional ideas that narrow the objections & trigger a yes.
🔥Yes starts with No’s.
Stay in The Sales 💪ife.
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