I’ve done a lot of sales over the last 16 years. I was bad at the beginning, but step by step have learnt how to sell.
There are always 3 big questions in the mind of any buyer that you must be able to address if you are to move forward with a contract.
The 3 Big Questions in the mind of the Buyer:
- Why buy Anything?
- Why buy from you?
- Why buy now?
Often I see salespeople and entrepreneurs have wonderful, powerful, clear answers and evidence for questions 1 and 2… but the buyer says “I agree the product is good, I agree you are a solid company… call me back in 2-3 months when we have got through this busy period…”
This response is worse than a simple No. A simple No, you close the opportunity and you move on.