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:
CNA recently experienced a severe and sophisticated rasomware attack. George and Charlotte examine the aspects of the attack and the wide-ranging impacts.
#026 – In today’s episode, George and Charlotte talk with Lisa Lounsbury of the Big I New York about their experience through the pandemic, the new ways they are supporting independent agents, and the upcoming launch of Catalyit.