FUD.
Fear. Uncertainty. Doubt.
We've been taught this philosophy in competitive sales for years and years...and now we have the result:
A bizarre evolution to today's consumer, who is jaded more than any consumer in the past. And even more fearful of making even the most minor commitment until they're absolutely sure of who they're committing to. Now they have fear, uncertainty and doubt about damn near everyone. And who can blame them?
Remember this as you jump through the hoops you jump through every day to take care of your prospects and clients. They're scared and they just need reassurance that you're on their side and not merely trying to squeeze them into your agenda:)
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