Sales people often unknowingly trigger alarms in their prospects. These alarms are the defense mechanisms that kick in when someone feels pressured or manipulated. Have you ever wondered if you’re triggering these alarms without meaning to? In this month’s Stump The Guru show explore how small changes in your approach can make prospects feel more comfortable and open to a genuine conversation, rather than putting them on guard. I've made it my life’s mission to create th...
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Sales people often unknowingly trigger alarms in their prospects. These alarms are the defense mechanisms that kick in when someone feels pressured or manipulated. Have you ever wondered if you’re triggering these alarms without meaning to? In this month’s Stump The Guru show explore how small changes in your approach can make prospects feel more comfortable and open to a genuine conversation, rather than putting them on guard. I've made it my life’s mission to create th...
How to Become Problem-Centric in Your Approach - Stump The Guru
Stump The Guru Podcast
23 minutes
1 year ago
How to Become Problem-Centric in Your Approach - Stump The Guru
Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions. But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale. How do you reconcile this paradox? In this month’s Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?” I've made it my life’s mission to create the clarity that is missing in the traditional sales process, thro...
Stump The Guru Podcast
Sales people often unknowingly trigger alarms in their prospects. These alarms are the defense mechanisms that kick in when someone feels pressured or manipulated. Have you ever wondered if you’re triggering these alarms without meaning to? In this month’s Stump The Guru show explore how small changes in your approach can make prospects feel more comfortable and open to a genuine conversation, rather than putting them on guard. I've made it my life’s mission to create th...
