Increase Sales by Transforming Customer Resistance into Customer Engagement
A sticking point is what causes a customer to dig in and resist your approach. It can be cognitive (“This doesn’t make sense”) or emotional (“This doesn’t feel right”). Many salespeople dread the sticking point, but if you pay attention to it, it will lead you directly to what’s most important to your customer.
This complimentary e-book excerpt of Juice co-founder Brady Wilson's book, Finding the Sticking Point: Increase Sales by Transforming Customer Resistance into Customer Engagement, provides a glimpse into a world where sales are made based on trust, respect and mutual benefit.
The Sticking Point Process isn't meant to replace the method you follow - whether it's SPIN Selling, Solution Selling, Sandler Selling or any other kind. Rather, it is a powerful operating system that will:
Following the Sticking Point Process will help you identify and address your customers’ sticking point.