Selling To The Invisible Rabbit - Sales Influence Podcast - SIP 582

Sales Influence - Why People Buy!

Sales Strategy

🎯 Pretending the "invisible spouse" or "invisible boss" is present during sales conversations can shorten the sales cycle and facilitate easier buying decisions.

🤔 Asking customers what their spouse or boss would think about specific features validates understanding of needs and concerns, potentially revealing more insightful information.

Customer Psychology

😊 By addressing concerns as if the absent decision-maker were present, salespeople can extract more genuine thoughts from the customer and accelerate agreement.

🚫 When customers mention needing to consult others, avoid taking it personally or attempting to sell to the higher authority directly.

Communication Technique

💡 Instead of directly asking about the spouse's or boss's opinion, inquire what the customer thinks their spouse or boss would think, encouraging more authentic and informative responses.