Episode 78: Brett Evans on Creating Desire with Prospects
Brett leads a group of sales professionals and is responsible for the implementation and execution of sales strategies. A long-time coach, Brett works closely with marketing and operations management to improve lead management and distribution.
Sales is not simply a process, it's also a mindset. Once a lead\xa0is identified as a prospect that your company can help, effective sales professionals are able to create an environment where the prospect actually desires the product or service. The ability to bring about that desire breaks down trust barriers and accelerates the close.
Brett walks through actual examples where\xa0he utilizes the following four\xa0principles\xa0to advance the sale through to a conversion:
- Challenge\xa0the prospect something different than their assumptions.
- Storytelling to relate emotionally connect with the prospect.
- Utilize the herd mentality to show prospects they're safe with others who have made the same decision.
- Use scarcity to explain that the opportunity must be taken advantage of or could be lost.