Episode description

On this episode of It's the Bottom Line That Matters, Daniel McCraine and Jennifer Glass dive into the world of closing deals. They start by addressing the common misconception that reaching out to potential customers only a few times is enough. They stress the importance of persistence and point out that it takes five to eight touchpoints to potentially close a warm lead. They debunk the notion that being busy always equates to productivity or effectiveness and emphasize the need to understand the business and the person one is talking to before starting a conversation.

Jennifer and Daniel discuss the significance of trust and rapport in sales, highlighting the importance of being genuine and authentic. They emphasize the need to understand the emotional motivation behind customers' objections. The episode also delves into the creation of contracts, with the speaker contemplating the difference between a contract and a relationship. They explore the notion of equity in deals and partnerships, noting that both parties need to agree on receiving equal value. They discuss the art of mirroring and its role in building connections and likability.