🫢How to NUT When You're Selling 🥜 · Selling Online / Prime Mover

🫢How to NUT When You're Selling 🥜

Make the prospect feel heard. I don't mean just acknowledging their fears & concerns for a sentence and moving on to the objection handling. That's not true acknowledgement, and it's what the typical sales guru teaches.

But I say, stay with them for a while in that fear. Use the NUT framework to help them overcome their fear in an empowering way

N: Name

Name their fears, and try to ask them what they might be feeling

"Are you feeling any sort of way right now?"

"It seems to me like you're a bit worried"

"Can you tell me how you feel?"

U: Understand

Once you've labelled their concerns and fears, make them feel heard. People need to feel heard (refer to the image below)

"It does suck knowing XYZ fired you. I get how you're feeling"

"Tell me a bit more about that, because I'd like to understand"\=

"It's been bothering you for a while I can tell, can I ask a bit more questions? I want to understand how you feel"

And of course, say all of that with genuine intention to understand. Then validate it

T: Transform

Now that you've helped them properly label their feelings and they understand that you have understood, you can help them transform their fears & concerns.

"Would it be okay for us to find a solution for this?"

"We're on the same page, you wanted this, let's find a way together?"

"What is it that I can do to help you be reassured about this decision?"

You've now won the sale. Congratulations. No manipulation, pure empathy.

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