Reasons Why You’re Not Making Sales
When sales go down, the seller must start to understand why that happened. Most sales people start by criticizing company policies. “If you want to provide better transparency,” or economically, “If customers only have the money,” or blame their boss, “If they have a better plan,” or they will condemn whatever happened to come and spend that day.Also, do they bring a product of their own marketing techniques.
There are four basic reasons why shoppers do not make a sale.
Customer does not want / need your product or service. So they are not encouraged to make the purchase.
Most sales people ignore the fact that they do not want / need the product and continue to make efforts to sell the product.
In this case, the seller is not authorized by the salesperson. Not everyone who comes in contact will have a need for what you are selling. But marketing people are conditioned to try to sell regardless.
Asking good questions and listening carefully to answers will solve this problem quickly. That will stop the person selling it from moving to the grasslands.
The customer cannot buy. They do not have the money.
This problem is similar to the previous reason that sales were not made. The seller does not ask questions that are appropriate to the buyer.
The buyer has interest, but they have no money. You cannot force someone to come up with money. If you exceed their budget, challenge it and try to work within their budget by finding a selection of products or being honest with them about what it will cost to make a purchase. They will appreciate your truth.
The customer cannot buy. They are not the deciding factor.
If you are dealing with someone who is not a decision maker, it is because the seller does not take the time to match the individual’s role in the purchase. You need to be in front of the decision maker. In my experience, no one can do the marketing for you.
If you make a presentation to an unbiased person in the hopes that they will pass the information on to the decision maker, more times than not, they will not be able to close the sale for you.
The client does not understand the friend.
You haven’t made your offer clear. Or you don’t teach them about your product. Maybe you have sold parts instead of the benefits to them and it made them unclear how to use your product.
Or it is a technical product and they are non-technical individuals. He was talking tech-savvy and they didn’t want to appear ignorant, so instead of asking for information, they decided they didn’t buy it. After all, they don’t know how to make them.
As you can see, in each of these cases, it is not the external forces that constrain the sale, the sales person.
To become a SuperStar Vendor, you need to learn to evaluate your role in each and every sale. For the most part, you will find that your efforts can and should be continued. The effort was worth it.
When five years ago I was faced with having to sell my services for the first time because of my fear. I hate to ask for a sale. I’m afraid of that part where my potential customers are confused with why they can’t use my services.
I have recently learned that the lack of opposition is not a good thing. In fact, I was taken aback when expectations told me “why can’t they”.
, when a potential customer shares his reasons for hesitating to take advantage of my offer, to me it is a sign of two things; one – they are interested in my services, and two – I am close to closing the business.
But many professionals find “overcoming” opposition and “closing” the agreement difficult, unpleasant and “pushy”. If so I would like to share with you two lessons that have helped me develop a different mindset around this.
Otherwise, “no” does not always mean “no”. Mostly it’s simple “not now” or “I don’t have enough information to say yes.”
Second, you cannot “overcome” your expectations of contradictions – but you can provide them with information and tools that allow them to make new decisions
If you even experience anxiety around “closed sales” here are my favorite answers to the top five prospects prospective customers can promote.
NOTE # 1: I CAN THINK ABOUT IT
“I don’t blame you. Renting can be a great decision. Can you share with me what specific aspects of my services you are considering?”
“Yes, I can see how this can be a big decision. You know I typically find my clients concerned with one of three things: the problem is important enough to solve it now, this is the right solution. for your situation, can you have the solution? Which of the following concerns most? ”
“Hmmm … I see. Let me ask you … Let’s say we started on this project – what are the failures?”
NOTE # 2: I CAN KNOW ABOUT IT
“Great. What kind of questions do you think they might ask?”
“Good idea. I always discuss decisions like this with my partner (or wife). But let me ask you a question – what will you do when your partner doesn’t like the idea of going forward with this?”
NOTE # 3: YOU HAVE A GOOD COVERAGE
“An expensive comparison to what?”
“Yes, it is an investment we sell. I tell you – what do I know this is only useful if you produce strong results, What? What is a result that you would like to have complete assurance that we can produce the next one who would be happy did he get me a job? … Great- why don’t we be so important and get started right away? ”
“It’s not true. How does this charge compare to what it costs you to do anything about this problem?”
“Honestly, that’s exactly why I needed it.”
DAY # 4: I CAN’T MAKE ME MAKE ME MORE
“Hmmmm … how do you deal with this issue? If you don’t resolve it on your own then what makes you think you can do it now?”
“Yes, I suppose you can. But let me ask you one thing – when was the last time you saw (heard) of a cardiac surgeon on your own?
“With all respect … I must disagree. If you think you can solve this problem by yourself we won’t talk right now. Tell me, how things would be different if you could rely on unfounded advice. to give a fresh look to this problem? ”
NOTE # 5: I HAVE TO KNOW YOUR MONEY
“Yes, it will take some time to address this issue. How much more time per week can you put into other, revenue-generating services if you can eliminate dealing with this problem on the basis of ongoing?
“That’s a joke; you just told me that it takes 10 hours per week to tackle this problem – wouldn’t it make sense to hire someone like me and solve it so you can spend your time on more tasks?”
“Wow, if you’re busy and you still don’t get the results you want maybe it would make sense to start a project by helping you prioritize your projects and make your time more effective?”
These are just a few examples of the answers that I find helpful in finding a “yes” in running a sale. Instead of trying to make sentences in particular learn the science.