what a passive sales rep sounds like:

@abbysellsss

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Why it worked

The video provides immediate, actionable value by addressing a common pain point for sales professionals, establishing the creator as an authority in her field.

Summary

The creator demonstrates the difference between a passive sales approach and a leadership-focused sales approach. She provides a script for handling the 'I need to think about it' objection to keep the conversation moving.

Structure

1Identify passive sales behavior
2Explain why passive sales fails
3Define the role of a sales leader
4

Original caption

how to STOP sounding like a passive sales rep!! #sales #highticketsales #closer #objectionhandling

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On-screen text

what a passive sales rep sounds like: Completely understand. If you need more time to think about it, you over an email with some details. How does that sound? Sounds terrible. Awful. Sounds like a deal that's about to disappear and you're never going to hear from them again. And this is what a passive sales rep does. You're scared of being pushy, so you go quiet and you just agree with everything they say. So let's work on leading, okay? A leader stays in the conversation even after they say something like that. You're not handing them the decision to make on their own because you're the one who actually knows the product or service. A lot of deals die because of indecision. So your job as a sales rep is to help the client decide. So you could say something like this instead? I get that you need some time to think about it, and I want to give you all the time that you need. Let me just make sure I understand something real quick. You told me that the issue was X and you wanted something that solves it with Y. Is there anything else going on here that we maybe haven't covered yet? That's 10 times better than just letting them leave that call. Stop telling yourself that helping someone decide is being pushy, because it's not.

Transcript

what a passive sales rep sounds like: Completely understand. If you need more time to think about it, I'm just going to shoot you over an email with some details. How does that sound? Sounds terrible. Awful. Sounds like a deal that's about to disappear and you're never going to hear from them again. And this is what a passive sales rep does. You're scared of being pushy, so you go quiet and you just agree with everything they say. So let's work on leading, okay? A leader stays in the conversation even after they say something like that. You're not handing them the decision to make on their own because you're the one who actually knows the product or service. A lot of deals die because of indecision. So your job as a sales rep is to help the client decide. So you could say something like this instead? I get that you need some time to think about it and I want to give you all the time that you need. Let me just make sure I understand something real quick. You told me that the issue was X and you wanted something that solves it with Y. Is there anything else going on here that we maybe haven't covered yet? That's 10 times better than just letting them leave that call. Stop telling yourself that helping someone decide is being pushy, because it's not.