One this episode:

Have you ever gotten a “yes” during a sales conversation, only for the prospective client to back out later? On this solo episode, Stacey shares five reasons a commitment can unravel and how to build a decision strong enough to survive doubt.

Key takeaways:

-A sale is closed only when the yes holds.

-A polite no is a gift.

-The goal is to move the decision from intention to action.

Tweetable Quotes:

"You see, the yes in the room, it’s an emotional yes. It’s real. They meant it in that moment, with your energy, in the space, with the conversation fresh and the possibilities feeling alive." -Stacey O'Byrne

"The longer the gap between the yes and the next concrete step, the more room the doubt has to intervene." -Stacey O'Byrne

"The yes that holds is not built after the conversation ends." -Stacey O'Byrne

Resources:

Instagram: @pivotpointadvantage

If you’re ready to take yourself and your business to the next level and are interested in a coaching program that will get you there check out: http://pivotpointadvantage.com/iwantsuccess

Join an interactive environment to help you build the success you’ve always wanted with other like-minded, success-driven entrepreneurs, business owners, and sales professionals: https://facebook.com/groups/sellwithoutselling

On this solo episode, Stacey explains why seemingly great sales conversations often fail to produce revenue and outlines four ways to identify qualified buyers earlier by improving qualification, targeting, investment discussions, and recognizing true buying intent.

Key takeaways:

-Qualifying early is an act of leadership.

-Talking about investment early is a sign of respect.

-Enthusiasm tells you they like you. Commitment tells you they’ll buy.

Tweetable Quotes:

"Within the first ten minutes of any sales conversation, you should know three things: what specifically is driving them to solve this problem now, what they’ve already done about it and why that wasn’t enough, and what they’re willing to invest to actually solve it." -Stacey O'Byrne

"Inspirational content attracts people who want to feel inspired, not people who are ready to invest in solving a very specific problem." -Stacey O'Byrne

"Every hour you spend in an unqualified conversation is an hour you didn’t get to spend with someone who was ready to say yes." -Stacey O'Byrne

Resources:

Instagram: @pivotpointadvantage

If you’re ready to take yourself and your business to the next level and are interested in a coaching program that will get you there check out: http://pivotpointadvantage.com/iwantsuccess

Join an interactive environment to help you build the success you’ve always wanted with other like-minded, success-driven entrepreneurs, business owners, and sales professionals: https://facebook.com/groups/sellwithoutselling

On this solo episode, Stacey explains that when a prospect says “it’s too expensive,” the real objection is usually an unresolved issue involving value, confidence, cash flow, and trust.

Key takeaways:

-It's too expensive almost never means it's too expensive.

-Trust is not built with testimonials.

-Never discount before you diagnose.

Tweetable Quotes:

"They're not doubting your price. They're doubting their own outcome." -Stacey O'Byrne

"The price objection is not the end of the conversation, it's the beginning of the real one." -Stacey O'Byrne

"When someone says it's too expensive, what they're actually saying is, I don't yet see why this is worth that much to me specifically." -Stacey O'Byrne

Resources:

Instagram: @pivotpointadvantage

If you’re ready to take yourself and your business to the next level and are interested in a coaching program that will get you there check out: http://pivotpointadvantage.com/iwantsuccess

Join an interactive environment to help you build the success you’ve always wanted with other like-minded, success-driven entrepreneurs, business owners, and sales professionals: https://facebook.com/groups/sellwithoutselling