Learn effective strategies to help prospects, buyers, clients, and even co-workers who are feeling overwhelmed. This video addresses the common reasons why people become overwhelmed: either they don't know what to do next and lack options, or they are struggling to prioritize among too many options.
Discover how to prevent these stressful situations by setting strong upfront contracts, which is a Sandler term for clearly illuminating what to expect throughout any process. When uncertainty is the cause of overwhelm, you can shine a light on the next possible steps—such as suggesting a discovery call, a trust trial, or a demo—to help relieve anxiety about not knowing what's coming next. For those overwhelmed by an abundance of choices or conflicting results, this video provides insights on asking prioritizing questions like "What's the biggest issue?", "What's going well?", or "What's not going well?" to help them sort through their options and simplify the situation. The goal is to help individuals slow down, simplify, and move out of a frantic state, enabling them to perform at their optimum ability. Share your own thoughts on this crucial topic in the comments!
Bonus Sandler Resource: Selling During Times of Uncertainty
Here are 11 essential best practices that will see you and your team through an industry shakeout, a spike in inflation, a recession, a global pandemic, or any other challenge that may show up on your horizon.