Ebook: Finding the Sticking Point
Increase Sales by Transforming Customer Resistance into Customer Engagement
A sticking point is what causes a customer to dig in and resist your approach. It can be cognitive (“This doesn’t make sense”) or emotional (“This doesn’t feel right”). Many salespeople dread the sticking point, but if you pay attention to it, it will lead you directly to what’s most important to your customer.
This compliementary e-book excerpt of Juice co-founder Brady Wilson's book, Finding the Sticking Point: Increase Sales by Transforming Customer Resistance into Customer Engagement , provides a glimpse into a world where sales are made based on trust, respect and mutual benefit.
The Sticking Point Process isn't meant to replace the method you follow - whether it's SPIN Selling, Solution Selling, Sandler Selling or any other kind. Rather, it is a powerful operating system that will:
- Energize you.
- Enable you to leverage the skills that you're already learning and using.
Following the Sticking Point Process will help you identify and address your customers’ sticking point.
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Ebook: Finding the Sticking Point
If you’re in sales—and very few of us aren’t in some way—your success depends on whether you can reach out and touch your customers’ emotional needs. Fortunately, you don’t have to be a psychoanalyst or a mind reader to engage them in this way. You simply have to converse with them, searching for and helping them with their “sticking point.”