A short YouTube sales-coaching monologue by Jeremy offering a specific script and tonal guidance to uncover why prospects delay purchases. He recommends explicitly asking prospects (using an off-the-record, concerned tone) what is holding them back—associating funding with the desired outcome—to encourage them to disclose true objections and speed up decisions.
Do you ever have prospects who say they were going to buy months ago but then just keep dragging it out, delaying it and you want to know how to speed it up, Simply call them or get on Zoom or in person, whatever you sell and simply ask them like this with this tone. Can I can I ask you something, George? Sure, go ahead. Jeremy. And this is between, you know, you and I. It's, you know, officially off the record. What's really holding you back from getting the funds together so you're able to XYZ see I'm associating them getting the funds or money or funding with the end result they wanted. Well, really what's going on is and they will spill the beans. Now you got to learn how to have a concern tone, a tone that shows empathy. But the next time you want to speed that up, do that and you're going to notice your prospect lets their guard down. You got to use that concerned tone, though. You're welcome.
