Selling To The Invisible Rabbit - Sales Influence Podcast - SIP 582
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Show Notes
🎯 Pretending the "invisible spouse" or "invisible boss" is present during sales conversations can shorten the sales cycle and facilitate easier buying decisions.
🤔 Asking customers what their spouse or boss would think about specific features validates understanding of needs and concerns, potentially revealing more insightful information.
Customer Psychology😊 By addressing concerns as if the absent decision-maker were present, salespeople can extract more genuine thoughts from the customer and accelerate agreement.
🚫 When customers mention needing to consult others, avoid taking it personally or attempting to sell to the higher authority directly.
Communication Technique💡 Instead of directly asking about the spouse's or boss's opinion, inquire what the customer thinks their spouse or boss would think, encouraging more authentic and informative responses.