{"id":1036,"date":"2014-02-06T08:00:16","date_gmt":"2014-02-06T13:00:16","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/?p=1036"},"modified":"2019-04-03T08:31:10","modified_gmt":"2019-04-03T12:31:10","slug":"thoughtful-thursdays-if-they-like-it-why-dont-they-buy-it","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2014\/02\/06\/thoughtful-thursdays-if-they-like-it-why-dont-they-buy-it\/","title":{"rendered":"Thoughtful Thursdays &#8211; If they like it, why don&#8217;t they buy it?"},"content":{"rendered":"<p>&#8220;What a great idea!&#8221;, &#8220;I could use one of those!&#8221;, &#8220;I need those services&#8221;&#8230; but the orders don&#8217;t materialize.<\/p>\n<p>If they like it, why don\u2019t they buy it? Today\u2019s thought is about why this can happen.<\/p>\n<p>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&nbsp;it is worth the price. The difference between what is paid and what it is worth is value.<\/p>\n<p>It is your responsibility to clearly communicate the value:<\/p>\n<ul>\n<li>Have the prospects needs been correctly identified?<\/li>\n<li>Is the prospect clear on what is being offered?<\/li>\n<li>Have you confirmed #1 and #2 with the prospect?<\/li>\n<\/ul>\n<p>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 &#8220;excuses&#8221; 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.<\/p>\n<p>Do not be afraid to ask the question &#8220;Why?&#8221;<\/p>\n<p>Good selling,<br \/>\nRichard<\/p>\n<p>Have a question about sales? <a title=\"Contact\" href=\"http:\/\/www.sakanashiandassociates.com\/contact\" target=\"_blank\" rel=\"noopener noreferrer\">Contact me<\/a> and I will respond.<\/p>\n<p>Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;What a great idea!&#8221;, &#8220;I could use one of those!&#8221;, &#8220;I need those services&#8221;&#8230; but the orders don&#8217;t materialize. If they like it, why don\u2019t they buy it? Today\u2019s thought is about why this can&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2014\/02\/06\/thoughtful-thursdays-if-they-like-it-why-dont-they-buy-it\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[15,5,8,3,6],"tags":[60,35,47,73,45],"class_list":["post-1036","post","type-post","status-publish","format-standard","hentry","category-sales","category-sales-tips","category-selling-skills","category-thoughtful-thursdays","category-value-selling","tag-sales-2","tag-sales-tips-2","tag-selling-skills-2","tag-thoughtful-thursdays","tag-value-selling-2"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1036","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=1036"}],"version-history":[{"count":7,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1036\/revisions"}],"predecessor-version":[{"id":3535,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1036\/revisions\/3535"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=1036"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=1036"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=1036"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}