I love sales and analyzing sales processes.  Maybe it’s because I’ve been in sales since 1997.  It is the best job in the world if you want to learn business and how to build a strong mindset.

This time, I want to share some reasons why your prospects don’t buy.  Use this to analyze your existing process and enjoy the application.

1. They don’t understand what you are selling. Complex jargons and a complicated sales process make customers hesitant to buy.  Think about making your process easy to buy.  When explaining your products & services to clients, keep it short and to the point.  If they want details, they’ll ask.

2. They don’t like your approach. This is not only for extreme cases like rude sales people, etc.  Sometimes without knowing, we build up resistance or fail to build rapport with prospects.  For example, not knowing how to handle different personality types and not adapting your sales approach to their preferences can be fatal.

3. You talked yourself out of a sale. You had great approach, you delivered your pitch well, you discovered their needs comprehensively… but there’s this little part of you who is scared to close.  So you keep talking around and around the final step of the sales process until you tire the customer out.  Finally they delay their decision and you walk home empty handed. Learn the art of asking for the sale and keeping silent.  Silence is golden!

There you go. There are many more, I’m sure, but let’s start with these.  Explore what you need to improve and I wish you all the best for your success in 2020. 

Salam, 

Coach Cynthia Wihardja