A short YouTube clip (Eric Deeran) giving a sales tip: when a prospect hesitates about making a decision, normalize the behavior by acknowledging it's common and sharing that you felt the same. The tactic aims to make prospects feel less like anomalies and more comfortable moving forward by framing hesitation as normal.
So if you're in a sales conversation and somebody is maybe uncomfortable with making a jump, or they know it's the right thing, but they are just a little uneasy about, like, actually making the decision, one of the great things you can do is called normalizing the behavior. And what this means is you're basically saying, hey, man, look, like a lot of people feel this way. It's very normal. Before I invested in myself, I felt this way as well. And so you're normalizing it so it feels like it's a real thing. It feels like it's a normal thing to feel. And they don't feel like a, you know, an anomaly because people don't want to feel like they're than other people.
