Charlotte Hicks: What Prospects Really Want
Discover what prospects really want and what the real problem is when they don’t buy…
#008 – In this episode, discover what prospects really want and what the real problem is when they don’t buy.
The closing ratio across all industries is around 19%. That leads sales people to believe people hate to buy.
The reality is people love to buy – but they hate to be sold.
Instead of a process that extracts value, we need to build one that exchanges value. Then, the client feels like they walked away with as much or more value than they gave you in payment.
The key to achieving this goal is to make sure your sales process follows the same process as a normal human relationship.
In a nutshell, that means, “Don’t be creepy!” Begging for a sale before you’ve built a relationship is creepy.
Instead, follow the Customer Value Journey®.
You can download a copy of the Customer Value Journey Worksheet here:
George and Charlotte look back at highlights from the last year and give their predictions for the industry in 2022
What you don’t know about your customers can hurt you — and them. In this episode, we talk with Ron Shroyer of Aureus Analytics about how Donna for Agents is helping agents improve their customer experience, increase retention, and grow their agencies.