Selling To The Invisible Rabbit - Sales Influence Podcast - SIP 582

<h3>Sales Strategy</h3> <p>🎯 <strong>Pretending the "invisible spouse" or "invisible boss" is present</strong> during sales conversations can <strong>shorten the sales cycle</strong> and facilitate easier buying decisions.</p> <p>🤔 Asking customers what their spouse or boss would think about specific features <strong>validates understanding</strong> of needs and concerns, potentially revealing <strong>more insightful information</strong>.</p> <h3>Customer Psychology</h3> <p>😊 By addressing concerns as if the absent decision-maker were present, salespeople can <strong>extract more genuine thoughts</strong> from the customer and <strong>accelerate agreement</strong>.</p> <p>🚫 When customers mention needing to consult others, <strong>avoid taking it personally</strong> or attempting to <strong>sell to the higher authority</strong> directly.</p> <h3>Communication Technique</h3> <p>💡 Instead of directly asking about the spouse's or boss's opinion, inquire what the customer <strong>thin...