Seu lead é cético sobre a proposta de valor de sua oferta. Como você os convence de seu valor?

To convince a skeptical lead of your offering's value proposition, focus on understanding their pain points and aligning your solution's benefits with their specific needs. Use case studies, testimonials, and demonstrations to illustrate successful outcomes and tangible results. Foster trust by offering a trial period or guarantee to showcase your solution's effectiveness firsthand.

Listen to their concerns, and address them directly by highlighting how your offering can solve their issue. Share relevant success stories or case studies, offer a demonstration or free trial.

O processo comercial passa por uma mecanização nas interações, com o avanço de metodologias como SPIN e BANT a venda tornou-se uma formula matemática na qual a experiência do vendedor são descartadas, o mesmo deixa de criar interações com o lead apenas porque não está o modelo, perdendo uma conexão relevante e adaptada ao contexto do cliente. Em mais de 10 anos atuando ativamente em vendas posso destacar que a melhor forma para fugir do ceticismo do lead é a ilustração de um Case de sucesso, ele funciona como uma prova social, demonstrando a eficácia e os benefícios tangíveis que outros clientes já experimentaram, unificada a experiência do vendedor desempenha um papel crucial na influência sobre o processo de vendas.

The commercial process undergoes mechanization in interactions, with the advancement of methodologies such as SPIN and BANT, sales have become a mathematical formula in which the seller's experience is discarded, he stops creating interactions with the lead just because he is not there. model, losing a relevant connection adapted to the customer's context. In more than 10 years of actively working in sales, I can highlight that the best way to avoid lead skepticism is to illustrate a Success Case, it works as social proof, demonstrating the effectiveness and tangible benefits that other customers have already experienced, The unified seller experience plays a crucial role in influencing the sales process.

When encountering skepticism, I believe it's essential to listen attentively and grasp the specific concerns of the lead. This approach demonstrates that I value their perspective and am dedicated to offering a solution that directly addresses their needs. It's about building trust through empathy and responsive communication.

After understanding the lead's concerns, I emphasize the benefits of my offering that directly tackle those issues. If they question its effectiveness, I share examples of how it has successfully helped others in similar scenarios. This approach aims to build confidence by showcasing real-world benefits and advantages.

Quantitatively materializing what the solution proposes is the best way to connect the lead to the product or service. An ROI calculator (Return on Investment) is a tool that helps quantify the financial benefits of an investment in relation to its cost. It works by entering data such as initial cost, revenue generated, savings obtained and other relevant metrics. An ROI calculator transforms subjective arguments into objective data, strengthening persuasion and facilitating sales closure.

Materializar quantitativamente o que a solução propõe é a melhor forma de conectar o lead ao produto ou serviço, uma calculadora de ROI (Retorno sobre Investimento) é uma ferramenta que ajuda a quantificar os benefícios financeiros de um investimento em relação ao seu custo. Funciona inserindo dados como custo inicial, receitas geradas, economias obtidas e outras métricas relevantes, uma calculadora de ROI transforma argumentos subjetivos em dados objetivos, fortalecendo a persuasão e facilitando o fechamento de vendas.

Always use clear and compelling language. I met dozens of sales , who explained the unique proposition with professional slang and abbreviations, not realizing that the customer does not have professional experience, which is why he asked for the service. Put yourself in the customer's shoes, and remember that the customer is looking for a solution to a problem. Help him to solve the problem by finding out all his pains.

One of the most effective ways to overcome skepticism is to share “look in the mirror” case stories that reveal how a client just like them faced a similar concern, got past it, saw unique value in your offer, and was then transformed by your solution. To make this work in practice, develop a list of all the common objections that prospects bring. As you’re collecting case stories ask the client: “Think back to before you became a client…what hesitations did you have? Why did you decide to move beyond them and become a client?” You’ll quickly have every common objection overcome by a client story—in their own words.

When faced with a skeptical lead, I find sharing testimonials from satisfied customers to be highly effective. It's about using real experiences to reassure and persuade potential customers

Proof statements, such as reviews, testimonials, and case studies, are essential for convincing prospects. Keep providing compelling evidence until any genuine skepticism is alleviated. From my experience, If the proof statements aren't effective, it means you haven't identified the true reason for their hesitation.

Offering a hands-on demonstration can really sway leads who are unsure. Providing a trial, demo, or walkthrough of my product or service in action allows them to experience its benefits firsthand. This hands-on experience often clarifies any doubts and strengthens their confidence in the product or service.

People want to do business with those who they Know, Like and Trust. Finding opportunities to show common ground is important. For a coach, like me, I try to conduct myself consistently in an ongoing way so that my clients will understand my approach and the way I work before we get to the point of starting to work together.

Persistence and follow-up are key when addressing skepticism. After our first conversation, I make a point to reach out again. It shows that I believe in the value of my offering and am dedicated to their satisfaction. This approach builds trust and reinforces my dedication to meeting their needs effectively.

Me tornei referencia mundial na vendas de softwares saas na area da saúde quando abandonei o "engessamento" que as técnicas de vendas aplicavam e criei meu próprio método pegando apenas o que temos de melhor em cada processo, as implicações do SPIN, a produtividade do BANT e a agilidade do SNAP, não existe melhor metodologia ou pior e sim a que mais se adapta ao seu estilo comercial

Along with the advice above, I find that offering some sort of guarantee can go a long way. As a business coach, when I show my prospective clients how much increased profit we can uncover in their business, you might imagine a tiny part of their thought process is skeptical. How many of us have been burned by promises in the past? In some cases, I might use a graduated fee, so my client is paying less up front and more later on when they are seeing results. In others, I might create a guarantee. All of this is to counter the objections and provide a risk mitigation - and hopefully get over that skepticism to start working toward that impact faster.