What’s been missing

You think you’re doing all the right things – you have a great product and you found the ideal customer, so why aren’t they biting?  

Sometimes, the problem is you.

I’ve met with quite a few sales professionals over the years and there’s one difference between the mediocre and the great.  It isn’t flashy copy or a high level of confidence.  It’s understanding what is in it for the other person.

Some salespeople love to talk.  About themselves.  But that isn’t going to get you sales.  Customers aren’t buying you.  They may or may not be interested in the product, but not because of how much you love it or how great it worked for you.  They are only interested in what it is going to do for them.

All customer interactions are either building a relationship or destroying it.  If you come across as more interested in your own needs than the customers, they won’t bite no matter how good the product is.

Uncover what is in it for them.  How are they going to benefit from your product?  And honestly benefit, not just some sales line.  Once you prove to your customers that you are on their side, they can begin to trust you.  Once they trust you, they might start listening to what you’re saying.  But without that trust, they won’t hear a word.