What to say when the buyer just asks for a quote
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- Trust is key
- "What does success look like?"
- It's not about persuasion, it's about getting to the truth
- It's okay to push back on quote-seekers
- Focus on the results
- Businesses only stall for two reasons
- To get your foot in the door you must understand how people make decisions
- What problem does this solve? Why do I need it?
- What's the likely result or outcome if I do this?
- What are the alternatives?
- Answer those to shorten the sales cycle
- Start with the problems you solve and disarm/neutralize the idea that you're just there to sell them something
- Be precise
- The phone and/or email still works with the right message
- Axis Displacement Disorder
- How to befriend "gatekeepers"
- They exist to help people
- Don't trick them
- How to build trust
- B.A.N.T. doesn't apply today
- Budget
- Authority
- Need
- Timeframe
- They are now building coalitions and consensus
- Disarm the notion that you're just there to sell something
- Be humble
- How to 2x your sales while working 40% less
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Links Mentioned In The Sales Podcast
