The Role of Event Hashtags in Attracting Social Media Leads
Posted: Tue Jan 28, 2025 10:23 am
overcome these barriers to winning more business but help you side-step them altogether. It’s called inoculation.
What is Inoculation?
Inoculation theory is a concept that gambling data germany was first developed by social psychologist William J. McGuire in 1961. His goal was to explain how to keep existing attitudes and beliefs consistent in the face of attempts to change them. In practice, the theory works in precisely the same way as vaccines do to protect us against the ill effects of certain diseases. By exposing the body to a weaker form of the disease, we train our immune system to recognize and attack the real thing should it appear in the future. In the same way, if our goal is to circumvent the harmful effects of an objection we know is highly likely to surface, we would be well-served to proactively raise and address it to build our customer’s immunity to it should it surface later or should they hear it from another source.
Here are three powerful ways to use inoculation in your sales motion.
1. Inoculating Against Objections in your Sales Cycle
If you know with 80-90 percent certainty that a customer objection is likely to surface under a given set of circumstances during your sales cycle, simply raise and address it in advance. For example:
What is Inoculation?
Inoculation theory is a concept that gambling data germany was first developed by social psychologist William J. McGuire in 1961. His goal was to explain how to keep existing attitudes and beliefs consistent in the face of attempts to change them. In practice, the theory works in precisely the same way as vaccines do to protect us against the ill effects of certain diseases. By exposing the body to a weaker form of the disease, we train our immune system to recognize and attack the real thing should it appear in the future. In the same way, if our goal is to circumvent the harmful effects of an objection we know is highly likely to surface, we would be well-served to proactively raise and address it to build our customer’s immunity to it should it surface later or should they hear it from another source.
Here are three powerful ways to use inoculation in your sales motion.
1. Inoculating Against Objections in your Sales Cycle
If you know with 80-90 percent certainty that a customer objection is likely to surface under a given set of circumstances during your sales cycle, simply raise and address it in advance. For example: