May 8, 2012 by Ken Dooley
Posted in: In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, sales management, Special Report - Sales & Marketing, training
The next time one of your salespeople tells you he or she doesn’t know why a prospect won’t buy, share this info with him or her. It might be a good idea to reproduce this list and pass it out at your next sales meeting.
- You think I’m not “serious,” or am just another “tire kicker.” Well, I am serious, and I am going to buy — but not from you.
- You’re sales-driven, not customer-driven.
- You pushed until you could get in front of me.
- You thought that getting in front of me was important. It isn’t.
- You’ve done nothing to motivate me to talk to you.
- I have no reason to want to spend time with you.
- You offer nothing that I can’t get elsewhere.
- You’re not really interested in me or what I want to accomplish.
- You didn’t see me as a customer, someone who will be doing business with you over the next 10 years.
- You didn’t think about what you could do for me.
- You saw me strictly as a buyer, someone to sign the order.
- You’ll move on as soon as you make the sale.
- You only want to get the order and go on your way.
- If I wanted your approach, I would pick up a catalog and call a toll-free number.
- I won’t hear from you until you want to make another sale.
- You’re good at agenda setting. But it is always your agenda, not mine.
- The particular product or service you happen to be touting at the moment is only useful as a means of getting an order out of me.
- You let me down because you weren’t interested in understanding my situation.
- Your talent is figuring out what I will buy.
- You have taken all the popular classes on how to “psych out” prospects.
- You concentrate on trying to locate my “hot buttons” and then focus your attention on pushing them.
- You think sales-driven is where it’s at. It isn’t. You’re out of sync and don’t know it.
- You’re always looking for good leads but you can’t recognize one when you see it.
- A good lead is someone who wants to buy from you.
- Good leads are cultivated by spending time understanding customers, communicating your capabilities and continuously educating them as to the benefits of doing business with you and your company.
Bottom line: Be customer-driven if you want me to buy from you.