The pandemic has certainly shown the general public that scarcity or abundance of products
can have an effect on people’s emotions. Scarcity increases desire — whether you desperately
need the product or not. Abundance decreases desire, because there’s plenty of what you
might need in the future. This is true for the sales process too. When you know that you’re
going to have another conversation with a prospect, then you can relax during the initial
conversation. The tension will disappear from your voice, because you’re not pushing for the
sale: you know you have another chance at a future date, and you can relax while you gather
information and begin establishing trust with your prospect. There’s no need to hang on and
desperately keep the call going; you set up an appointment for the next conversation, and then
you end the call. In other words, you “make yourself scarce.” And right there, you’ve
introduced the element of scarcity to your prospect’s emotions and, in doing so, increased their
desire for more information about what your company offers.
Join Chris and Susan Finch of Funnel Radio as they explore this yin-yang of scarcity and
abundance, and then let you in on the biggest sin in sales. You won’t want to miss this!
This episode of Market Dominance Guys is brought to you by ConnectAndSell
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