CUT THE GROSSNESS: Jason Cutter on Trust, Objections, and Authenticity Before Persuasion, Part 2
Cutter Consulting Group Founder and CEO Jason Cutter is back for round 2 with Jordan in today’s edition of Peak Performance Selling. In this episode, the two discuss the various aspects of authenticity.
Jason explains building layers of trust with the customer, handling objections by understanding the root cause of their “fear”, answering questions with the empathetic reversing approach, and many more. Tune in to learn more in this latest episode of Peak Performance Selling.
PEAK PERFORMANCE HIGHLIGHTS:
JASON: BUILDING A LAYER OF TRUST
“The other person potentially buying it is a human. And they have a lot more at stake because they also have a reputation within their company if they screw up. And so you have to understand those things. And once you do, then you're playing a completely different game, because now you're addressing those things in advance, or you're building a sales process that then builds up the layers of trust, such that when you get to the point where you tell them what they should be doing, they know that you care about them, and that you're professional, and then they're going to follow you.”
JASON: UNDERSTAND THE ROOT CAUSE OF AN OBJECTION
“That's the thing to keep in mind is that when those questions come up, when objections are raised, it's coming from somewhere. It's either a past experience where they've been burned dealing with some other growth salesperson who talked them into something, or they just bought something and made a mistake, and it was all on them, but they don't want to look bad again.”
You can connect with Jason and check out his work in the links below:
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