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.

Join the conversation on LinkedIn here.

Jason


Three ways we help sales teams grow their outbound sales:
  • Blissful Prospecting PodcastSubscribe and listen daily for tips and interviews to help you land more meetings with your ideal clients by sending better cold outreach.
  • Reply Method GuideA proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
  • Work togetherGet help growing your team’s outbound sales faster with more consistency. Contact me to talk about training, coaching, and workshops.