{"id":1351,"date":"2014-10-02T08:00:45","date_gmt":"2014-10-02T12:00:45","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/?p=1351"},"modified":"2019-04-03T08:56:07","modified_gmt":"2019-04-03T12:56:07","slug":"thoughtful-thursdays-if-they-like-it-why-dont-they-buy-it-part-2","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2014\/10\/02\/thoughtful-thursdays-if-they-like-it-why-dont-they-buy-it-part-2\/","title":{"rendered":"Thoughtful Thursdays – If they like it, why don’t they buy it? – Part 2"},"content":{"rendered":"

One of the Thoughtful Thursdays topics from February this year  was “If they like it, why won’t they buy it?<\/a>” The post talked about the prospect not seeing the value for your product or service and ways to demonstrate that value.<\/p>\n

Today’s thought considers another reason why you might have difficulty closing the sale even when everything points to the prospect needing your product or service.<\/p>\n

If the prospect does understand the value, then what is blocking the sale? There is a possibility that the purchase is not within the financial means of your prospect. If this is the case, then no matter what you do, they will never be your customer for that particular product or service. If this is a common occurrence, consider the possibility that your marketing activities are not reaching the correct target market. It may be worthwhile to revisit your research and the target market. By the way, this is not an unusual scenario.<\/p>\n

More than seventy years ago Albert E.N. Gray, a successful sales professional, stated in a speech titled The Common Denominator of Success, “As to calling habits, unless you have deliberately formed the habit of calling on people who are able to buy but unwilling to listen, then unconsciously you have formed the habit of calling on people who are willing to listen but unable to buy.”<\/p>\n

Before you abandon your prospect, there is another possibility. If your product or service carries a significant price tag, it may be a cash flow issue for your prospect. It may be worth considering a payment plan that is less impactful for those whose cash flow permits the purchase over an extended period. There should be a premium for the option of a payment plan, and it may just make the difference in making or losing a sale.<\/p>\n

As I said back in February, do not be afraid to ask “Why?”<\/p>\n

Good selling,
\nRichard<\/p>\n

Have a question about sales? Contact me<\/a> and I will respond.<\/p>\n

Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"

One of the Thoughtful Thursdays topics from February this year  was “If they like it, why won’t they buy it?” The post talked about the prospect not seeing the value for your product or service and… 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],"tags":[60,35,47,73],"class_list":["post-1351","post","type-post","status-publish","format-standard","hentry","category-sales","category-sales-tips","category-selling-skills","category-thoughtful-thursdays","tag-sales-2","tag-sales-tips-2","tag-selling-skills-2","tag-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1351","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=1351"}],"version-history":[{"count":8,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1351\/revisions"}],"predecessor-version":[{"id":4084,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1351\/revisions\/4084"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=1351"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=1351"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=1351"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}