Podcast
Questions and Answers
The one call close is always feasible when it comes to closing ultra-high-ticket clients.
The one call close is always feasible when it comes to closing ultra-high-ticket clients.
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Emotion is the primary force driving buying decisions.
Emotion is the primary force driving buying decisions.
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The Intro Call should last no more than 1 hour.
The Intro Call should last no more than 1 hour.
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The Demo Call provides a detailed view of service delivery.
The Demo Call provides a detailed view of service delivery.
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The proposal should be sent days or weeks in advance of the Follow-Up 1 call.
The proposal should be sent days or weeks in advance of the Follow-Up 1 call.
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The Follow-Up 1 call is used to close the deal.
The Follow-Up 1 call is used to close the deal.
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The Follow-Up 2 call is not necessary if an agreement is reached in the Follow-Up 1 call.
The Follow-Up 2 call is not necessary if an agreement is reached in the Follow-Up 1 call.
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It is recommended to follow up via email to schedule times for the next call.
It is recommended to follow up via email to schedule times for the next call.
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The Consultative Sales Process Formula is a rigid structure that should be followed exactly.
The Consultative Sales Process Formula is a rigid structure that should be followed exactly.
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Logic-based selling is less important than emotion when targeting high-ticket ICPs.
Logic-based selling is less important than emotion when targeting high-ticket ICPs.
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Emotion-based selling is primarily used in B2B sales where the purchase decision impacts an entire organization.
Emotion-based selling is primarily used in B2B sales where the purchase decision impacts an entire organization.
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The prefrontal cortex is responsible for emotions and gets activated in emotion-based selling.
The prefrontal cortex is responsible for emotions and gets activated in emotion-based selling.
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Logic-based selling often leverages storytelling to evoke emotions in the prospect.
Logic-based selling often leverages storytelling to evoke emotions in the prospect.
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The limbic system is responsible for rational decision-making.
The limbic system is responsible for rational decision-making.
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Mirror neurons fire both when an individual acts and when they observe the same action performed by another in logic-based selling.
Mirror neurons fire both when an individual acts and when they observe the same action performed by another in logic-based selling.
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High-ticket ICPs are often driven by emotional connections and impulses.
High-ticket ICPs are often driven by emotional connections and impulses.
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Cognitive consistency is a key principle in emotion-based selling.
Cognitive consistency is a key principle in emotion-based selling.
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Luxury items that signify status or a particular lifestyle are typically sold using logic-based selling.
Luxury items that signify status or a particular lifestyle are typically sold using logic-based selling.
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Logic-based selling provides clear, rational reasons to justify emotional decisions.
Logic-based selling provides clear, rational reasons to justify emotional decisions.
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Emotion-based selling is more effective in high-ticket deals where the investment is significant and the stakes are high.
Emotion-based selling is more effective in high-ticket deals where the investment is significant and the stakes are high.
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