Yet another “no sale”. You followed your presentation exactly. You were on time looking good.
What happened? What went wrong?
You probably have run up against one or more of the 6 D’s of sales. You can’t sell when your potential buyer has one of these 6 reasons for not buying. They:
- don’t like you
- don’t trust you
- don’t need what you have
- don’t have a reason to buy now
- don’t have the money
- don’t have the authority to make a buying decision
If you act like a sales person your potential buyer automatically won’t like or trust you. They’ve been trained not to like and trust sales people. It doesn’t matter that you’re different or that you haven’t done anything to make them dislike or distrust you.
If you are a good person with good intentions there’s no valid reason for you to trigger the first two D’s. Change the way you position yourself.
If the reason the potential buyer can’t buy is because they don’t have a need for what you offer. Shame on you. You’ve needlessly wasted both your time and there’s. Make sure you prequalify every appointment so you’re only speaking with qualified prospects.
You overcome urgency and money by asking questions that help the potential buyer develop a reason to buy now and a reason doing so makes good financial sense. You never do it by telling them these things. It has to be their idea.
When you were qualifying the prospect before you met you should also have determined if they were the sole person needed to make a buying decision. If you don’t do that up front… telling you they can’t make a buying decision is an easy way to get rid of you without having to tell you the real reason they don’t want to buy.
Identify the D’s that kept you from getting the sale. Now how are you going to remove these D’s so the next sales ends the right way.
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May 18th, 2009 at 9:07 pm
You may want to add another ;
7. Don’t understand the problem you solve for me
I wrote about this in my post titled Buyers say what salespeople do wrong at http://nosmokeandmirrors.wordpress.com/2009/04/23/warning-buyers-say-what-salespeople-do-wrongprice-is-not-on-the-list/
Great content!
thank you,
Mark
May 19th, 2009 at 9:29 am
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