It’s Not You, It’s Them

You can have the best sales pitch in the world and do everything right to close the sale and still not get it. Why? Because even though you said everything right, showed each key feature and explained each benefit, the customer didn’t hear you. Did you ask them what they thought of the product and why? Many times their social influencers (friends, family, outdoor TV personalities) have told them something about a product and they feel it is the gospel.

Next time you fail to close a sale, ask the customer what their thoughts are on the product, and ask them to be honest. If they tell you something opposite of what you’ve told them then you know a social influencer is more convincing than you are. Go back over the benefits and features and remember each con they had on the product and address each one head-on. You’ll be amazed how much headway you will make when you know what the customer is thinking.