iVoox Podcast & Radio

36: Value Doesn't Close, It Causes Burnout

17/09/2019
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Pruébalo Gratis

Descripción de 36: Value Doesn't Close, It Causes Burnout

In this episode, I am going to dwell on the fact that providing more value doesn't guarantee that you’ll close the sale. The talk features what emerged from a discussion with a coach who was killing herself trying to close sales by adding more value.
Picture this scenario: What a closer X offers is way above the value of the current cost of a product or services on offer. The closer thinks somebody wanting to jump in is going to make a purchase, but that doesn't turn out to be the case. X struggles with why people aren't closing. Is that you? If yes, I've got some sound advice, so stay tuned.
Key Takeaways:
A coach unable to close her deals despite providing more value (2:27)
Ferrari versus Dodge Challenger: It’s about the "perceived" value (6:06)
Don't be stuck with a cost-value proposition spiraling in the head (8:27)
Commitment closes sale, but it doesn't have to be on your part (10:27)
Doing the research to understand what your offer entails (13:29)
Building conviction and trust after you've sold a person (14:31)
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Additional Resources:
The Legendary Closers Facebook Group
Unlock the Secrets to Closing Your Prospects

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