Have you ever felt that pushy, uncomfortable pressure to buy something, especially from those aggressive booth vendors at the mall?

It's not urgency's fault, but how and when it's applied can make all the difference. There's a delicate balance between understanding the customer's needs and persuading effectively.

Let's explore why urgency often feels manipulative and ineffective when used too early in the sales process and without genuine intent.

If you're ready to transform how you approach urgency in sales and become more consistent in your efforts, stay tuned!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can sales professionals effectively balance rapport and empathy to foster trust without rushing into it? What indicators should sales professionals look for to determine the right moment to introduce urgency?

In today's episode, I talk about urgency. I also talk about the foundational elements that lead up to creating genuine urgency – rapport, empathy, trust, and hope.

While trust is built through understanding and positioning yourself as a guide rather than a hero, hope allows the customer to envision a better future with your solution.

Learn about the negative stereotypes around urgency, and how it's often misapplied with pushy or desperate tactics. Tune in to capture Jason's insights on how to blend urgency seamlessly into your sales strategy without feeling "gross" or off-putting!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can you ensure your empathy is perceived as genuine and not merely a sales tactic? Why should trust not be forced or rushed in the sales process?

In today's episode, I talk about two critical elements of successful sales: empathy and trust. I will also share why my thoughts on how rebranding the discovery phase to an "empathy step" can dramatically transform customer interactions.

By genuinely caring and asking the right questions, you can listen more effectively and understand your client’s needs better. It is important to position yourself as a guide rather than a hero in the sales journey.

Discover how focusing on empathy can build stronger, more authentic connections, and learn why making your prospect the hero of their own story is key to earning their trust.
 

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What are some specific techniques or strategies to build meaningful rapport quickly in a sales conversation? How can salespeople identify a customer's comfort zone?

In this episode, I’ll be addressing the core concept of your potential customer’s comfort zone—the invisible barrier preventing them from making that crucial buying decision.

We'll explore why this fear of change exists and how understanding its deep-seated psychological roots can transform your sales strategy. I’ll also walk you through the first four essential steps of the pathway we’ve covered so far, with a special emphasis on rapport-building. 

Stay tuned as we build a framework designed to help you understand and guide your potential customers through their comfort zones and beyond. Let's get started!
 

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What is the difference between 'earning the right to close' and 'asking for the close' in a sales conversation? What are some key steps that sales professionals can take to build trust and rapport?

In this episode, I talk about the crucial aspect of sales that every professional needs to understand: the difference between earning the right to close and simply asking for the close.

I will break down why it's essential to build trust and rapport with clients, and how taking a consultative approach can dramatically transform your sales conversations and outcomes.

Get ready for insightful tips and actionable advice to help improve your sales game and turn sales into a form of service.
 

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

In sales, are you using the traditional method of closing? Have you ever learned about the assumptive method of closing?

In today's episode, I'll talk about the mechanics of the assumptive close in sales. I will also walk you through the critical steps in the authentic persuasion pathway: building rapport, fostering empathy, establishing trust, instilling hope, and creating urgency.

You'll learn why following this sequence is vital for a successful close and how to avoid the pitfalls of asking for the sale. By the end of this episode, you'll understand how to confidently guide your clients towards their goals without planting seeds of doubt or appearing pushy, ultimately transforming the way you approach the sales process.

Join me as we explore how to move people forward with professionalism and confidence!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What is a consultative approach to closing deals? How is it different from an assumptive approach?

In today's episode, I will talk about two crucial sales approaches that can transform your selling strategy: the consultative approach and the assumptive close.

I will also guide you through the importance of understanding your customer's unique pain points or goals and how to tailor your solutions to meet their specific needs. Let's explore why a fear-based selling tactic often backfires and how a genuine, consultative approach can build lasting customer relationships.

Learn more about the power of assumptive closing and how to handle objections effectively. Get ready to scale your sales game with practical advice and authentic persuasion tactics!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How does viewing oneself as a professional change the approach to sales? How can sales professionals effectively persuade clients to step out of their comfort zone?

We're diving into a pivotal mindset shift for sales professionals. I know many of you in sales might not be dealing with life-or-death situations like doctors do, but here's a game-changing idea: viewing yourself as a professional can transform your approach to selling.

I'll talk about how adopting this professional mindset can change your sales from something you do to someone, to something you do for and with them. I'll also discuss two critical closing strategies within the authentic persuasion pathway, designed to guide clients out of their comfort zones and towards positive resolutions.

Stay tuned for insights that could revolutionize your sales technique and boost your success rate! Don't forget to check out our previous episodes to get the full benefit of the authentic persuasion method.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

How can sales professionals effectively address and alleviate customer fears? What are some practical ways salespeople can create a sense of safety for their clients?

Sales is no longer about transactions but about interactions. Understand your customer's fears and work to alleviate them, employing the SAFE method—Successful At Fear Elimination.

This is an excerpt from one of my training sessions where I talked about some important closes that you should be using in sales.

Join me as I explore why truly effective salesmanship looks less like pushing for a sale and more like guiding a client to a safe, confident decision.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

What is a consultative sales strategy? How effective is this approach to sales?

In this episode, I talk about the nuances of consultative sales, the impact of adopting a consultative approach, and mirroring the practices of the medical field.

You will learn that true consultative sales extend far beyond merely asking questions. It's about diagnosing a client's issue like a doctor, prescribing the right solutions, and sometimes even advising against a sale if it doesn’t serve the client's needs.

Stay tuned as I highlight how to guide clients from their comfort zone to making decisive, informed choices with confidence.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit sellingeffectiveness.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com