Partners in Excellence

SEPTEMBER 22, 2019

Organizationally and individually, we are afraid of missing something—FOMO. At the same time, we are plagued by Fear, Uncertainty, Doubt – FUD. As sales people, we may adopt strategies to exploit FOMO and/or FUD with our customers. FOMO intersecting with FUD is paralyzing.

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Meeting Technique Technology Technology 91

Partners in Excellence

DECEMBER 4, 2019

FUD has been an element, unfortunately, of sales and selling probably since the very first transaction between Adam and Eve. It’s been a tactic many exploit in competitive situations, perhaps the thinking being creating FUD within the customer about the competitive vendor, or creating FUD around making a decision not in favor of us.

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Presentation Sell Customers Meeting 62

Partners in Excellence

FEBRUARY 14, 2020

Stumped "Commander's Intent," Trust, And Sales Performance FUD Meets FOMO. Related Posts: We Have To Have The Courage To Let Our People Do Their Jobs! Do You Have Enough Confidence To Listen To Your Customer?

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Sales Trust Meeting Customers 110

Partners in Excellence

APRIL 24, 2020

Why The "Obvious" Has Become Obvious FUD Meets FOMO "How Can I Help?" We have a huge opportunity, but we capture it by narrowing our focus and helping the customer learn how we help them solve their problems and achieve their goals. Related Posts: What Do Our Customers Care About Now? Moving From Helpless To Helpful.

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Prospecting Pipeline Presentation Growth 115

Partners in Excellence

NOVEMBER 2, 2022

Lately, we’ve heard a lot about FOMO and FOMU. Related Posts: FUD Meets FOMO Customers And Sellers, Conflicting Systems Buying Is About People, Why Isn't Selling? We know all sorts of things that go on in buyer’s minds. Sales Hasn't Changed, We're Just Leveraging Cool New… "Buyer's Remorse" Grows Up.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

OCTOBER 2, 2019

Related Posts: FUD Meets FOMO Do You Have Enough Confidence To Listen To Your Customer? The way we begin to address decision confidence is demonstrating we care. Perhaps one of the biggest reasons we lose is the customer doesn’t believe we care about them. Price Is NEVER The Only Decision Criteria!

Sell 66

Sell Contract Price Presentation 66

Spiro Technologies

NOVEMBER 18, 2022

So the home office, every sale, all the calls, all the meetings, all the important and mundane meetings were now happening on Zoom and involved the virtual platforms. But those really critical meetings it seems like are starting to go back to in-person and I think that’s good for customers, it’s good for salespeople.

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Customers Sales Contract Up-sell 52