Empathy has ALWAYS been at the foundation of great prospecting.
And the Coronavirus is wreaking havoc on salespeople who don’t have it.
If you’re hyper-aware of the psychology at play right now with your prospects, you can better empathize with them:
🧠 Loss Aversion: People’s tendency to prefer avoiding losses to acquiring equivalent gains.
Adjust your messaging to focus on minimizing loss vs. achieving gain. Show them how you can help minimize their losses.
“Could I share what similar companies are doing right now to reduce rep attrition and save what’s left in their pipeline?”
🧠 Catastrophizing: A cognitive distortion that prompts people to jump to the worst possible conclusion after a minor setback.
Be very understanding and patient with prospects in panic mode. Be a resource to help them in this journey.
“Would it be crazy to take a look at a few resources that could help your reps continue setting meetings with prospects?
What other psychology are you seeing in action right now?
P.S. I’m hosting a webinar on the future of prospecting to help you with your cold emails and cold calls this Thursday 3/26 @ 9:30am PT / 12:30pm ET
Sign up for the webinar here.
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