July 15th at 10 - 11:30 am EST. 

What’s going inside the mind of a buyer that they can’t ‘pull the trigger’ on something they know they need? You will learn:

• Two types of No-Decision
• Understanding the difference between status quo and indecision
• Avoiding Forecastination
• The right time to use ‘metrics’ to motivate a client
• When to use ROI, BEP and TCO numbers to create urgency
• The 3 modes of a buyer who can’t decide
• Learn how to control the flow of information 
• Understand how the paradox of choice works and can work against you
• Leverage product advocacy to guide a client’s choice
• How to anticipate needs and minimize objections
• Find out how ‘radical candor’ can help you close indecisive deals
• Conversation techniques that build rapport and trust
• Sample scripts the best of the best use to ‘confront’ clients
• Learn the power of ‘curating content’ for your clients
• 5 Tactic to ‘de-risk’ a deal and get the client to say ‘yes’
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• We’ll also talk about what sales tactics work and which ones are no longer valid.  Many of the tactics taught today simply do more to hurt rather than help you close a deal or get a buyer’s commitment.