Selling to Hesitant Customers

With the distractions present in today’s world, making an effort to
maintain buyer focus is more important than ever. Keeping your
customers engaged is particularly crucial during economic
downturns, when businesses and individuals alike are hesitant to
spend the way they normally would. In this episode, John Kaplan
sheds light on how to keep your customers focused when they may be
wavering. John shares insight about:
The importance of having an outside-in mentality
Articulating your solution’s value in alignment with your
customer’s needs
Getting your customer emotionally connected to their
mission-critical problems
Reengaging a prospect after they’ve gone dark
Here are some additional resources:
Keep the Focus on Your Buyer in Your Sales Process
Strike A Balance – Align to the Buyer Without Losing Control of
Your Deal 


Check out this and other episodes of The Audible-Ready Podcast at
Apple Podcasts, Spotify, or our website.