Free Workbook: Friction Free Sales and Marketing
Persuasion Strategies For Business, Marketing, Life - Human Behavior For Fun & Profit
It’s finally ready. And it’s free.
What started out as an simple eBook on dealing with sales resistance turned into a 77 page Workbook with dozens of exercises and examples to help you blast through the three types of psychological resistance torturing your customer’s mind.
The three types of resistance are: Reactance, Skepticism and Inertia. Each type has a different cause. Each type has multiple ways of being dealt with.
Inertia is your most challenging form of resistance. It isn’t about you, your offer, or the sales process.
Inertia is rooted in your buyer and stems from his life experience.
It can be his past failures and disappointments replaying over and over in his mind. It can be his belief he already owns/knows what you’re selling. Either way, this stops him from
Reactance is experienced when you feel like you’re being pushed into buying. It’s a reaction evolved from the sales process. As the pressure builds and you begin requiring commitments from your customer, they begin to pull away. Something inside causes your customer to jerk away, disagree with you, raise objections, or stop reading your sales letter.
Most marketing and sales training concentrate on ways to make the product and service you’re selling more appealing. They give you ways to build your message up so your customers drool with excitement. However, they don’t address the underlying resistance customers have when approaching their buying decisions. We all have some sort of resistance when [...]
How often do you think about the questions you use in your sales process? Do you spend any time crafting questions that drive your buyer to make up their own mind and buy from you? When you ask the right questions, you control the conversation. Questions allow you control the direction of their thoughts. Do [...]
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