What Am I Doing Here?
What Am I Doing Here?
In order for a suspect to graduate to the higher level of prospect, and thus be worthy of your time, several things must occur. They must recognize and understand the need they have for your product or service. Remember, people buy for their reasons, not necessarily yours. (Sometimes, they buy in spite of your reasons!) Since there is usually an investment required, they must have funds available in a sufficient amount and form to purchase your product or service. More importantly, they must be willing and able to invest those funds. It’s not unusual to find people who have the ability to invest, but are simply unwilling to do so. Additionally, the decision making process – who makes it, how it’s made, when and where it will be made, what will be involved – must also be consistent with what you are willing to do.
If salespeople know what must take place to avoid unworthy opponents, why do they find themselves facing them so often? The salesperson is willing to do for, or willing to accept from, his prospect something that is not in the prospect’s best interest. The real question is, why does this continue to happen? If salespeople learned from their mistakes, they would fall into the trap once and never again.
If the first step is to determine whether the prospect recognizes and understands the need for the product or service, why do salespeople break into "dog-and-pony-shows," give long dissertations about the virtues of their product, prepare thorough, detailed proposals, reveal their prices, provide long lists of satisfied customers, and answer every conceivable question (even those not asked) as soon as the prospect indicates they are interested? Why? Because most salespeople are afraid of losing the sale; they haven’t yet internalized The Great Truth: You can’t lose what you don’t have!
Many salespeople just don’t want to find out, before they get to do their thing, the person before them is not a prospect. However, even the best presentation, demonstration or detailed proposal will not bring about a sale from someone who doesn’t need, can’t afford or won’t make a decision about your product or service. And, unless you need practice in those areas, it doesn’t make sense to invest time with someone who can’t take you to the bank. The problem becomes compounded when the salesperson gets caught up in his own enthusiasm and forgets that his/her job is not to turn every prospect into a customer—only those who qualify! If the prospect can’t take you to the bank, find out as early as possible, and go find someone who can. You’ll make better use of your time, the prospect will appreciate it and, ultimately, you will make more money.
What Am I Doing Here - To learn more about this author, visit Andrew Wall's Website.
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All too often, salespeople find themselves doing battle with unworthy opponents, only to discover too late the time invested was really time wasted! How did they get there? Why didn’t they recognize where they were? And, why did they stay so long?
In order for a suspect to graduate to the higher level of prospect, and thus be worthy of your time, several things must occur. They must recognize and understand the need they have for your product or service. Remember, people buy for their reasons, not necessarily yours. (Sometimes, they buy in spite of your reasons!) Since there is usually an investment required, they must have funds available in a sufficient amount and form to purchase your product or service. More importantly, they must be willing and able to invest those funds. It’s not unusual to find people who have the ability to invest, but are simply unwilling to do so. Additionally, the decision making process – who makes it, how it’s made, when and where it will be made, what will be involved – must also be consistent with what you are willing to do.
If salespeople know what must take place to avoid unworthy opponents, why do they find themselves facing them so often? The salesperson is willing to do for, or willing to accept from, his prospect something that is not in the prospect’s best interest. The real question is, why does this continue to happen? If salespeople learned from their mistakes, they would fall into the trap once and never again.
If the first step is to determine whether the prospect recognizes and understands the need for the product or service, why do salespeople break into "dog-and-pony-shows," give long dissertations about the virtues of their product, prepare thorough, detailed proposals, reveal their prices, provide long lists of satisfied customers, and answer every conceivable question (even those not asked) as soon as the prospect indicates they are interested? Why? Because most salespeople are afraid of losing the sale; they haven’t yet internalized The Great Truth: You can’t lose what you don’t have!
Many salespeople just don’t want to find out, before they get to do their thing, the person before them is not a prospect. However, even the best presentation, demonstration or detailed proposal will not bring about a sale from someone who doesn’t need, can’t afford or won’t make a decision about your product or service. And, unless you need practice in those areas, it doesn’t make sense to invest time with someone who can’t take you to the bank. The problem becomes compounded when the salesperson gets caught up in his own enthusiasm and forgets that his/her job is not to turn every prospect into a customer—only those who qualify! If the prospect can’t take you to the bank, find out as early as possible, and go find someone who can. You’ll make better use of your time, the prospect will appreciate it and, ultimately, you will make more money.
What Am I Doing Here - To learn more about this author, visit Andrew Wall's Website.
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