In this episode, Liz addresses why you need to stop counter-arguing prospects even if as sales professionals, we've all been taught why it's important to list out some of the main reasons for negative and make sure that we're able to effectively counter-argue those. She also gives tips and examples on how to continue the conversation even after you get a no. Listen in.
SHOW NOTES
Getting into a convincing energy 00:01:16
Getting to a place of curiosity 00:02:20
What to do instead of counter-arguing 00:03:05
A no is just a starting point 00:03:33
High-quality questions you can ask a prospect when they've started to push back and imply to you whether implicitly or explicitly, that they're not interested 00:03:54
The mirroring strategy 00:05:13
Why you need to have a neutral, understanding energy when talking to prospects 00:06:24
Putting yourself in the shoes of your buyer persona 00:07:02
The best outcome you can hope for 00:07:19
Why you need to match the energy of your prospect 00:07:58
Please share to anyone you think can benefit from this episode.
For free advice on how you can market your software, let’s talk at contact@mediadev.com
Learn software marketing tips and insights: MediaDev Resource Library | LinkedIn | Youtube
Join MediaDev's Online Marketing Masterclass here: Essentials to Lead Generation for B2B Software Marketers
Get your copy of Liz Lemarchand's book here: Tune In and Dial Out: How to Win at B2B Cold Calling