Part 4/8:
Personal Connection: The prospect must feel trust and rapport with the communicator. If the salesperson appears dishonest or overly aggressive, the likelihood of success plummets.
Company Trust: The prospect needs to have faith in the company behind the product. Past controversies or negative associations can severely hinder sales.
- Action Threshold:
- Convincing someone to commit to a deal often requires asking for the sale multiple times. The prospect needs to overcome a mental barrier—often referred to as the action threshold—before they feel inclined to say yes.
- Pain Threshold: