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Reducing Buyer's Fear in Sales

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Questions and Answers

What is the third pillar of indecision that a customer could have?

Outcome certainty

Risk reduction

Budget constraints

Outcome uncertainty (correct)

How can fear be reduced in dealing with outcome uncertainty?

By increasing perceived risk

By changing the customer's mindset (correct)

By increasing actual risk

By ignoring the risk altogether

What is the proposed solution for dealing with the cash cow department's resistance to adoption?

Discounting the product

Implementing the product for the rest of the company first (correct)

Ignoring the cash cow department's concerns

Delaying the implementation of the product

What is the problem with using discounts to address customer concerns?

It can lead to artificially inflated prices Signup and view all the answers

What is the milestone that needs to be met before billing for professional services in the proposed solution?

Meeting expected impact for the rest of the company Signup and view all the answers

What is the main goal when dealing with outcome uncertainty?

To make the customer feel comfortable with the decision Signup and view all the answers

What is the danger of ignoring a customer's risk concerns?

The customer may feel ignored and not valued Signup and view all the answers

Study Notes

Outcome uncertainty is a common customer indecision.
Reducing fear by taking risk off the table is a solution.
Altering recommendations based on real risk is important.
Example scenario of perceived vs actual risk.
Carving out groups can reduce risk.
Providing professional service contract with Milestones can help.
Avoiding discounts to maintain true value perception.
Minimizing risk helps reduce buyer's fear of messing up.
Understanding buyer's mindset is crucial.
Success comes from reducing buyer's fear.

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Description

Learn about strategies for reducing buyer's fear in sales, such as taking risk off the table, altering recommendations based on real risk, and providing professional service contracts with Milestones. Explore how carving out groups and avoiding discounts can help maintain true value perception. Understand the importance of understanding the buyer's mindset to achieve success.