About this episode

Laura Higgins discusses how to sell effectively in a skeptical market by building trust and understanding buyer psychology.

Your buyers haven't changed their mind about buying - they've changed how much they trust you. In a market where people have been burned before, leads are coming in but conversion is off, and the creatives winning right now aren't the ones lowering their prices. They're the ones who've nailed this formula. Last month, Laura's team hit their biggest revenue month on record. Here's exactly how. Why your prospects are walking into sales calls with their arms crossed - and what that actually signals about where you're losing deals The difference between chooser energy and beggar energy, and which one a skeptical buyer can feel before you've said a single word The three-layer discovery method that takes someone from "I need a new website" to understanding the real reason they need to buy - and how it handles objections before they even come up What "I need to think about it" and "I need to talk to my partner" actually mean - and the move that handles each one without going on the defensive The one question to ask before you end every call that gets your prospect selling themselves into your offer Why performance is just the lag measure - and how to fix…

People in this episode

Host: Laura Higgins

Topics covered

• sales strategies
• trust in sales
• buyer psychology
• conversion techniques
• objection handling

Keywords

• selling
• skeptical market
• conversion
• buyer trust
• sales calls
• objections
• discovery method

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