Kevin ‘KD’ Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.
Today’s Real Estate Podcast, from Sales Influence, covers a host of issues and KD does not disappoint in giving practical advice to help your sales team.
In today’s Real Estate Podcast, from Sale Influence, we learn the dos and don’ts of hiring a sales coach.
When trying to get a client to switch to your product (or service), you have to understand the resistance to change…in order to get them to change.
Here’s a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor:
M.oney (cost of switching)
E.ffort (required to switch)
T.ime (investment and delays due to switching)
A.doption and/or
A.cceptance (will people/employees/team members use it)
And lastly, but MOST important is ER = Emotional Risk.
Learn more in today’s Real Estate Podcast, from Sales Influence.