[EP.60] How to Communicate the Cost of Inaction & Close More Deals with Jen Allen

How to Communicate the Cost of Inaction & Close More Deals;

Alright people, let's get real about selling and dive into one of its most critical aspects… 

Getting your prospects to focus on the risk of doing nothing. 

It's a real problem and a major problem, and they might not even know it!

But how can you show them this without being a pushy jerk?

Let's face it, no one likes to be told they're doing something wrong, and you wouldn’t want to be that annoying person who brings negativity.

And who better to help us do that than my good pal Jen Allen? 

Not only is Jen a great person and friend, she’s also an expert in empathizing with buyers and building stronger relationships with them, plus, as the community growth manager at Lavender - the #1 AI sales email coach - she knows all the ins and outs of crafting effective constructive emails. 

In this episode, we'll show you how to highlight the good things your prospects are already doing, validate their efforts, and gently guide them towards taking action. 

And hey, we'll also talk about why being a good human being is the secret to truly crushing it in sales.

So kick back, relax, and get ready to win more relationships with your prospects. 

Let's go!

WHAT WE DISCUSS:

• [1:17] - Who is Jen Allen?
• [5:22] - The repercussions for sellers when buyers are in “freeze mode”
• [9:31] - The cost of doing nothing and the regrets that may come with it
• [15:02] - How to make your prospects realize their cost of inaction without being rapport-breaking
• [20:18] - Jen’s optimal time and framework for sharing a cost of inaction story
• [25:12] - How to construct your email to keep your prospects from misinterpreting it 
• [29:57] - A constructive approach to encourage someone to take action
• [31:31] - Working towards being a good person can make you a great salesperson 
• [32:31] - The best conversationalist according to Jen
• [38:19] - An influential communicator Jen looks up to today

VALUABLE INSIGHTS AND KEY TOPICS:

• The importance of understanding and empathizing with your prospects to connect with them on a much deeper and impactful level
• Why mastering the art of tone and clarity in sales conversations is the key to avoid misinterpretation
• How to craft a persuasive message and offer constructive criticism to your prospects without coming across as pushy and aggressive
• How to encourage your prospects to take action by focusing on their strengths rather than their weaknesses
• Why being a great person is the first step to being a great salesperson

NOTABLE QUOTES:

• [28:16] - “I have a lot of empathy for buyers. I can't imagine what it's like to constantly be hit all day long with ‘you're not doing this good…’ and ‘you're bad, you're wrong and you should do…’, like, that's gotta be so annoying. And so for me, I think tone is a differentiator.” - Jen Allen

USEFUL RESOURCES & LINKS:

Lavender Website: https://www.lavender.ai/

Get the Lavender app on the Apple Store: https://apps.apple.com/us/app/lavender/id1363510963

Get the Lavender app on Google Play: https://chrome.google.com/webstore/detail/lavender/necbalcggglceeioaehdbkpbldmoabii?hl=en

Check out Lavender on LinkedIn: https://www.linkedin.com/company/itslavenderduh

Connect with Jen on LinkedIn: https://www.linkedin.com/in/jenniferallen1121

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani

Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]

Discover how to craft a magnetic 45-second elevator story:

https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:

https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:

https://www.theravirajani.com/thestorysellingbootcamp