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Sales coaches often tell prospects to decide by call's end, but this backfires. It raises their guard, triggers vague answers, and makes A-type personalities refuse on principle. Better framing keeps them open instead.
Sales coaches often tell prospects to decide by call's end, but this backfires. It raises their guard, triggers vague answers, and makes A-type personalities refuse on principle. Better framing keeps them open instead.
See so many salespeople come in like, hey, at the end of this call, you know, I'm going to show you what you can do with us. And you know, I'll see if you're a good fit for our company and you can see if we're a good fit for you and you can make a decision, you know, yes or no. Try to put them in that frame and they say, fair enough. And the prospect says, if they're an A-type personality, like, well, I'm not going to make a decision today. Or they're going to say something like, yeah, sure, that's fair enough. And then the whole time when you ask questions, they just give you vague, generalized, surface-level answers because their guard is already up. They're just not telling you. You're triggering sales resistance in a lot of people because they know what you're trying to do.
