In sales, do you ever hear them say “No”? (I never do.)
Of COURSE I do! Everyone does and the most frustrating part is that they never really tell you WHY. Stay tuned…
Hi, I’m Bryan Toder, The No Fear Guy, and just today, in my office I had a potential client who needed some sales mentoring, because that’s one of the things I do.
And as we were talking, he said, “People don’t tell me why they won’t buy! They never just come out and say, ‘No!'”
Well, I’m sitting there agreeing with him because, to me, that’s not news. To him, it’s a real issue. Why?
Because he’s right! People won’t tell you WHY they won’t buy.
Now, once in a while, you’ll hear that they are broke, you’re too far or they’d rather watch Dancing with the Stars. But, mostly, they don’t tell you WHY they aren’t buying.
And, you want to know something? You don’t really NEED to know why. Why? Because it really doesn’t matter so much.
Yes, you could help in a payment plan, but we’re talking about the core beliefs here and it all comes down to this:
1. They either can’t afford it (and they aren’t your client anyway) or
2. The don’t believe that they will get the VALUE for their money.
So, today, I am selling this guy a program for coaching him over the fear of prospecting. (A BIG fear, by the way.)
And, even after having the conversation about what I just told YOU, he needed to think it over.
Fine. I don’t need to know why. Because… I already know why: He needs to justify the VALUE of what he’s going to get from my coaching vs. the cost of the program.
I did tell him what the consequences of NOT doing my coaching is… the loss of income, feeling like he can’t achieve his goals… even possibly losing his job!
I didn’t PRESS it; I just mentioned it. And, if he decides to do it, great! If not, great!
And, that’s the attitude YOU need, too, when selling.
I’m Bryan Toder, The No Fear Guy.
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