Think about the last sales opportunities you’ve lost.
How many times did you follow up with your prospect? Did you force them into a hard “no” or did you allow yourself to make excuses for them (which let you off the hook)?
I’m making it look a bit extreme, but when it comes down to it, most sales are left sitting on the table by people who give up too soon.
There are a ton of reasons why people give up:
- You think you’re being annoying
- You don’t want to come across as pushy
- The prospect isn’t asking questions so you’re being forced to come up with things to talk about
- You can’t ever get them on the phone
- Their assistants won’t let you through
There are hundreds. Thousands even.
This behavior is based on one primary assumption (or one of it’s relatives):
“I am causing my prospect more pain than pleasure by being persistent.”
Today I’m not going to write an essay on why this happens (although I could, and probably will). I will, however, give you an exercise you can do immediately to shift your perspective and see selling to your customers a whole new way.
First, think of your ideal client. All of the people who can (and the ones that currently do) purchase your product or service. Once you have an idea of who these people are firmly in your mind, ask this question, and answer it at least 100 times:
What are the benefits to my ideal prospect of me selling to them my product or service, being persistent, and asking for the cash?
Write those answers down. It’ll rewire your brain and you’ll be a changed person.
That’s it.
Let me know how it goes in the comments section below.
P.S. I found this image thanks to Nichole Dunn. She’s clearly smart, so pay her some love and visit her LinkedIn profile.
