Do you know where in their head your prospect formulates their decisions ?
“It is well known that people perceive their world through a set of filters: these filters include their history, their sense of identity, their beliefs and values and their perceptions of the world around them.”
As a sales coach I know there are questions you can ask that will uncover how your prospect formulates decisions in their head. And knowing that you can put together responses that will appeal to your prospect.
An example of this is how prospects react to testimonials. Some look for them and are influenced by them. Others couldn’t care less. What’s the difference ?
To learn more you can read this article below.