Thoughtful Thursdays – If they like it, why don’t they buy it?
“What a great idea!”, “I could use one of those!”, “I need those services”… but the orders don’t materialize.
If they like it, why don’t they buy it? Today’s thought is about why this can happen.
Assuming the prospect has the financial resources; the reason prospects do not buy even if they like the product/service is because they do not believe it is worth the price. The difference between what is paid and what it is worth is value.
It is your responsibility to clearly communicate the value:
- Have the prospects needs been correctly identified?
- Is the prospect clear on what is being offered?
- Have you confirmed #1 and #2 with the prospect?
In many cases it is the third question where the process breaks down. We sometimes make assumptions that make it easy to come up with “excuses” as to why the sale did not close. It is easier than asking questions that may result in answers we do not want to hear.
Do not be afraid to ask the question “Why?”
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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