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🎙️ 🧠 The real reason why your deals are stalling.
Manage episode 404635107 series 2875614
المحتوى المقدم من Mark McInnes. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Mark McInnes أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
Would your prospect be surprised that they were listed as an Opportunity in your CRM?
Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion.
Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact on the speed and likelihood that any particular deal will close.
The big thing to think of here is INTENT versus INTEREST.
Are the people you’re talking to have any INTENTION to buy or are they INTERESTED?
I might be INTERESTED in your fancy new Software but I might not have any INTENTION to make a purchase.
And there is a really big disconnect and some confusion here from many sellers.
What happens on the sales side is if we carry out a demo with a prospect. That prospect says, “this is better than what I’m using now” and they say they are using a competitor… typically the salesperson places that prospect as an opportunity into their CRM.
In 45days time that salesperson will complain that that prospect is ghosting them.
This is not true.
Catch all versions of me here.
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