{"id":53,"date":"2012-05-03T22:00:00","date_gmt":"2012-05-03T22:00:00","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/2012\/05\/03\/thoughtful-thursdays-what-is-the-real-reason-the-sale-was-not-made\/"},"modified":"2019-04-03T07:45:27","modified_gmt":"2019-04-03T11:45:27","slug":"thoughtful-thursdays-what-is-the-real-reason-the-sale-was-not-made","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2012\/05\/03\/thoughtful-thursdays-what-is-the-real-reason-the-sale-was-not-made\/","title":{"rendered":"Thoughtful Thursdays &#8211; What is the real reason the sale was not made?"},"content":{"rendered":"<p>It happens more often than not, but how often do you take the time to analyze why?<\/p>\n<p>If you want to increase your close rate, it makes\u00a0just as much\u00a0sense to know why the sale did not close as well as\u00a0celebrating the successes.<\/p>\n<p>Superficial reasons include but are not limited to price, quality, service and delivery. Let&#8217;s assume for the moment that the playing field is level in terms of price, quality, service and delivery. What are other considerations that\u00a0might have an effect on\u00a0the buying decision?<\/p>\n<p>Let&#8217;s\u00a0consider the following:<\/p>\n<ul>\n<li>Cost\u00a0of changing suppliers<\/li>\n<li>Risk of changing products<\/li>\n<li>The affect on the customer&#8217;s customer of changing suppliers\/products<\/li>\n<\/ul>\n<p>As much as we would like to think,\u00a0might not always be a bed of roses for the prospect, or as easy to make a change as originally thought.<\/p>\n<p>The point today is to think deeper about customer needs beyond the immediate benefits your product\/service offers. Take interest in the bigger picture, it just may be the difference between a new customer and missing a target.<\/p>\n<p>Good selling,<br \/>\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"<p>It happens more often than not, but how often do you take the time to analyze why? If you want to increase your close rate, it makes\u00a0just as much\u00a0sense to know why the sale did&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2012\/05\/03\/thoughtful-thursdays-what-is-the-real-reason-the-sale-was-not-made\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[5,3],"tags":[],"class_list":["post-53","post","type-post","status-publish","format-standard","hentry","category-sales-tips","category-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/53","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=53"}],"version-history":[{"count":2,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/53\/revisions"}],"predecessor-version":[{"id":3444,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/53\/revisions\/3444"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=53"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=53"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=53"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}