The Number One Currency in Sales
To me F.E.A.R. as defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the prospect has a dozen good reasons why they should do business with you, they even admit it, but still no deal. There's a hesitance, a pause, then more questions, a couple stalls and more meetings hesitations and stalls. Often it's an undefined sense of uncertainty. It's emotional intuitive issue, they don't trust us, or they don't trust a number of factors that influence their business that are related to the transaction. ...
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