Small Business Quick Quiz
Question #11
The most immediate fear a prospect has is...
- a. that they’ll lose their money
b. that they’ll pay too much for any benefits they receive
c. the price
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11a. This is their second most immediate fear — that they’ll get NO benefit for the money they spend.
11b. This is their third most immediate fear.
11c. This isn’t really a fear — price is relative to the benefits received. So this is really part of their second and third most immediate fears.
11d. Correct. Their most immediate fear is always the seller and the seller’s motives. WHY are you trying to get them to part with their hard-earned money?
11e. Like 11c, this is really related to their second and third most immediate fears — the benefits they receive for their money.