EP59: Getting Prospects from Fear to Commitment

<p style="text-align:center;"></p> <p>You’re about to make a cold call, hoping to get a commitment out of your prospect. What are you feeling? A little trepidation, perhaps? As all salespeople know, that’s the fear of rejection. But have you ever considered that your prospect is feeling some fear too? It’s true: most prospective customers feel the fear of having to talk to an invisible stranger. That’s a lousy way to start a conversation with someone you’re wanting a commitment from. So, how do you, an invisible stranger, get your prospect, an unknown person, to go quickly from fear to trust, then from trust to curiosity, and, finally, from curiosity to commitment — all in about a half of a minute? And how do you do it so the call doesn’t end with a disappointing outcome? Chris, Corey, and today’s Market Dominance Guys’ guest, Oren Klaff, managing director of Intersection Capital, tackle this challenge with a discussion about trust and how to manufacture it, especially at the speed and scale necessary for startup founders to glean success — before their new venture runs out of money.</p> <p>Listen to the continuation of this passionate conversation:</p> <p><a href='https://marketdominanceguys.com/e/why-cutting-to-the-chase-in-discovery-calls-fails/'>https://marketdominanceguys.com/e/why-cutting-to-the-chase-in-discovery-calls-fails/</a></p> <p>----more---- About Our Guest Oren Klaff is managing director of <a href='https://www.intersectcapitalllc.com/'>Intersection Capital</a>, which provides training, management, and advisory services in the areas of technology banking, healthcare investment banking, and asset-backed securities. Oren is also the author of <a href='https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854'>Pitch Anything</a> and <a href='https://www.amazon.com/Flip-Script-Getting-People-Think/dp/052553394X'>Flip the Script</a>.</p> <p> </p> <p>Market Dominance Guys is brought to you by:</p> <p><a href='https://connectandsell.com'>ConnectAndSell.</a> ConnectAndSel