Customers purchase products every day — their morning coffee, gas, and groceries to name a few. There is no shortage of spending. So as a salesperson, you can’t help but wonder why they don’t buy from YOU… In this article, I’ll answer that question and tell you what you can do about it.
Tell me if this scenario sounds familiar…
You’ve been working with a buyer for hours on a deal. You can tell they want to do it, it’s the right product, and they can afford it…
Then, the client backs out somewhere between the negotiations and the close.
WHAT HAPPENED? AND WHY?
In truth, there are only a few reasons why your prospects don’t buy. And believe it or not, neither of them has to do with the price of your product.
Why Don’t They Buy? — You NEVER Tried!
First of all, many of you think that the close will naturally happen as you go through the sales cycle…
SO, YOU’RE NOT PRESENTING A PROPOSAL OR ASKING FOR THE CLOSE!
Very rarely will a customer ask you for figures, when they can take delivery, or where they can sign the contract. That’s up to you.
You can have given a killer presentation and the buyer will be 99% there. But if you don’t ask for the close or present a written proposal, they will leave without making a decision.
The fact of the matter is that if they were 100% sure about the deal, they would have bought it already.
THAT IS THE REASON SALESPEOPLE ARE NECESSARY AT ALL.
With this in mind, the second reason why they don’t buy from you should become obvious…
You Don’t PUSH or PERSIST
The second reason that you’re not scoring sales is that you refuse to ask the hard questions or…
GET ANSWERS TO THEM!
One of the most detrimental things modern society has taught is to “not be pushy.”
Some common examples of questions salespeople are afraid to ask are…
If the person they’re dealing with is the decision maker…
Is there something the buyer is not telling them…
or, whether the client has the wherewithal to buy.
YOU NEED TO HAVE replies to ALL OF THESE IF YOU EVEN WANT A CHANCE TO CLOSE THE DEAL.
Of course, you need to know the right way to ask and how to keep asking until you get answers. That brings us to the last piece of the puzzle as to why they don’t buy…
#1 Reason Why They Don’t Buy
There is one final reason that you’re not inking more deals…
YOU DON’T HAVE ENOUGH CLOSING MATERIAL.
To be successful in sales, you need to:
- Always be ready to ask for the sale.
- Ask the buyer hard questions.
- Get answers to them and…
- Be able to ask in a VARIETY OF WAYS.
This is especially important when you sell high-ticket items or have long sales cycles.
Ultimately, I fully believe that sales are an essential part of a successful — no matter what industry you are in.
Don’t let fear of applying pressure keep you from being great. After all, pressure makes diamonds.
— Grant Cardone
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