Number 1 – They can’t afford it, and that means they genuinely can’t afford it. And we simply shouldn’t be wasting their time or ours in continuing to talk to them.
Number 2 – They don’t see the return. Despite your stellar sales ability, and I’ve no doubt the world’s greatest ever presentation, they simply aren’t convinced!
The interesting thing is, most clients are way too polite to let on to this. You’re a nice person. Friendly, affable, you may even be funny. The last thing they want to do is offend you by not buying whatever it is you have to sell. So on you go. Selling, not listening. Following up with phone calls and emails in a seemingly never ending series of deferrals. Maybe they still haven’t spoken to that partner that’s still on holiday? Maybe the FD has been too busy for them to get in front of? Or maybe they just havent had the time to give your ideas the full and frank appraisal they clearly deserve!
They aren’t going to buy
How many times have you converted a sale thats gone on and on versus one that you’ve closed after the first or second call, or first or second follow up telephone call? You see? Even your own experience is trying to tell you something
And its all because you haven’t convinced them it’s going to work!