‘Time of Uncertainty’ Narrative – Key Ingredients
Effectively navigating this type of sensitive sales conversation requires mastering a combination of foundational messaging, discovery, and objection-handling tactics, delivered with the right tone and approach. I discuss each of the following strategies in detail in my sales leadership and training programs, however, here’s a summary of the ‘key ingredients’ you’ll need to craft this narrative recipe:
1. Inoculation (objection handling tactic) – Bringing up and resolving objections before the customer does to disarm them.
2. Assumptive priming (discovery tactic) – Kickstart the conversation by showcasing your knowledge of like-minded customers and business challenges. Give them options to choose how the narrative will continue. Note: I did a free training on this topic since it was the highest conversion one from my book.
3. Mindset (discovery tactic) – Avoiding confirmation bias and making your customers feel at ease by making it completely ok for them to say no and choose not to move forward.
4. Reason with satisfaction (objection handling tactic) – Giving bulgaria telegram data the customer reasoning and rationale behind your perspective and position.
5. ‘We’ phrasing (execution tactic) – Manifesting credibility by phrasing your narrative in the voice of entities that have more than you!
6. Belief statement (messaging tactic) – Leading with the tightly held beliefs of like-minded customers and NOT your product or service.
7. Consider the alternative (objection handling tactic) – Inviting the customer to think about what the future might look like if they don’t move forward at this time.
Note: there are many ways this narrative can be constructed using the ingredients listed. Of course, no script will work every time, so don’t fall in love. Here’s how one such iteration breaks down:
1. Empathize & Assess
Understanding your customer’s investment mindset is key to ensuring you spend your time and precious bandwidth on the customers most likely to buy (i.e. lose fast). Customers are likely going to fall into one of four categories when it comes to spending money on solutions during times of uncertainty. By identifying where the prospect sits on this spectrum you can ensure the conversation that follows is aligned and impactful.