Here are some of the most important reasons why you may not be crushing your figures.
- You are trying too hard to be nice- While it’s good to be nice, don’t be so nice that you do not push for the sale. Prospect says to me very often they can’t buy my training because they are not making a lot of money. I’m empathetic. I understand how it feels when you don’t sell. I press non-the-less because I know my training is exactly what they need to take them out of poor sales. They won’t see it on their own. It’s my duty to push. I won’t try so hard to be nice and abandon my objective of selling.
- You didn’t leave room for negotiation- If you are not selling off-the-shelf items like biscuits then you should leave some room for negotiation. People often want to have a feeling they got a bargain so if they ever insist on getting a deal a discount should be a part of your cards. It pays to use it to have the customer buy more. You could place a buy-two discount that compels the buyer to buy more.
- You are not convinced of the value of your offering- Nothing can hold you back as much as internal objection. If you are not convinced of the value of your own product who would? You cannot even sell it. It will often show when you speak. Customers will be more convinced when you speak with absolute conviction.
- You assumed the need- However intelligent you are you should never “think for the customer”. Educate them. Guide them; but never think for them. If you do not listen then you stand the chance of selling what a prospect does not need. What happens? No sale.
- You went to try- Players who go to the pitch to play draw hardly ever win. If your goal is to “try” you can’t sell. People who close sell like their lives depend on it. They do not take anything for granted.
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