In order for a sale to occur..
Your buyer(s) must have 7 very specific beliefs.
Without all 7, chances are incredibly slim it will get closed…
1) Pain: They must believe there is pain in their current situation.
2) Cost: They must believe there is a COI (Cost of Inaction)
3) Desire: They must have a desired future state or goals.
4) Doubt: They must doubt they can do it on their own.
(Or that their existing vendor/method can do it.)
5) Resources: They must believe they have a way to get the resources or capital to invest.
6) Decision-Making Power: They must believe they can pull the trigger or can highly influence it.
7) Trust: They must have trust in your company, you, the offer, etc.
AND your sales process from TOF to BOF..
Either CREATES or VALIDATES the beliefs.
Once your buyer(s) have all 7 beliefs..
Chances are real good you’ll be onboarding them soon
Do you agree?
P.S. Want more help with this? Send me a DM.
#sellmoresellbetter #saleslife #sales