How To Sell To “Non-Believers”
TURNING DOUBT INTO TRUST

GOT TRUST?

GOT TRUST? Many founders &
sales people do a great job

GOT TRUST? Many founders &
sales people do a great job • pitching their product, • handling objections, • qualifying prospects...

GOT TRUST? Many founders &
sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.

GOT TRUST? Many founders &
sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.

GOT TRUST? Many founders &
sales people do a great job • pitching their product, • handling objections, • qualifying prospects... … but fail to build trust.

FACTS? LOL! If you don't
have trust,

FACTS? LOL! If you don't
have trust, everything else is worthless.

FACTS? LOL! If you don't
have trust, everything else is worthless. Many think that numbers, data & "proof" is enough to establish credibility,

FACTS? LOL! If you don't
have trust, everything else is worthless. Many think that numbers, data & "proof" is enough to establish credibility, and then wonder why prospects STILL don't believe.

ir·ra·tion·al What they fail to
see is how much

ir·ra·tion·al What they fail to
see is how much emotion & irrationality

ir·ra·tion·al What they fail to
see is how much emotion & irrationality is involved in closing a deal.

ir·ra·tion·al What they fail to
see is how much emotion & irrationality is involved in closing a deal. Even in B2B transcactions & enterprise deals!

THE FIX? So here's what
you do…

THE FIX? So here's what
you do… you sell on 3 levels:

THE FIX? So here's what
you do… you sell on 3 levels: 1.you yourself, the sales person

THE FIX? So here's what
you do… you sell on 3 levels: 1.you yourself, the sales person 2.the company

THE FIX? So here's what
you do… you sell on 3 levels: 1.you yourself, the sales person 2.the company 3.the product

CATHARSIS Next, you have to
address the

CATHARSIS Next, you have to
address the elephant in the room

CATHARSIS Next, you have to
address the elephant in the room and give them an opportunity to express their concerns

CATHARSIS Next, you have to
address the elephant in the room and give them an opportunity to express their concerns & comfort them.

MEMORIES Then you make them
recall

MEMORIES Then you make them
recall positive buying experiences

MEMORIES Then you make them
recall positive buying experiences where overcoming their doubts led to a good outcome,

MEMORIES Then you make them
recall positive buying experiences where overcoming their doubts led to a good outcome, just as a final injection of courage.

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