The 10 most
r e a sons
1. N o t Do i ng Y o u r Ho m ew o r k :
Before you can sell anyone anything you must know something
about what they want so you can give it to them. You must know
who they are and what you want to ask them before you first talk
If you cannot give them what they want, of course they are not
going to buy.
2. N o t B ei ng i n a Peak State
If you are tired, not thinking clearly, upset, unhappy, depressed
or any of the hundreds of other negative states you could be in,
do you think you will make the sale? Would you buy from a
depressed or unhappy person?
Not Being in peak states means Fear is more likely to stop you.
How many sales have you lost because fear stopped you from
even calling someone?
If you are not in a peak state, you cannot expect to close the
3. Y o u di dn' t M ak e C o ntact:
This one is easy.
If you don't make contact, you are never going to make the sale.
4. Y o u di dn' t gai n th ei r tr u s t.
People don't buy from people they don't trust. If you don't gain
people's trust when selling to them, you can forget about them
buying, even if they want it. People will go out of their way to
find someone they trust to buy from, even if it is the exact same
thing you are selling.
If People don’t trust you, they will not buy from you.
5. Y o u di dn' t C r eate Inter es t f o r th em .
You need people to be hanging on your every word saying, quot;tell
me more!quot; You cannot do this by telling them more, you cannot
do this by telling them what you think they want to hear, you
cannot do this by telling them how great the product is.
If people are not interested, they will not hear a word you say, no
matter how relevant you think it is to them.
If people are not listening, they are not buying.
6. Th ey w er e never go i ng to bu y anyw ay.
You know those deals you spent so much time on, only to never
have them close? There are five simple questions that will
immediately let you know whether your potential client is going
to buy or not.
No more wasted time chasing prospects who are never going to
Like if your prospect doesn't have the money, they will not buy.
If you waste time on prospects who no matter how great the
deal will never buy, well, they will never buy.
7. N o C o nvi cti o n o r C o m m i tm ent
Many people are interested in something, but they are not
committed to buying it.
The difference between committed and interested is intersed
prospects might by if it is easy enough. Committed prospects
will do what it takes to buy.
If you don't get your prospects commitment to buy, you will lose
8. It w as n' t r eal f o r th em
You can have the best product in the world, but if your prospect
doesn't believe it will work for them, it makes no difference what
People have to believe that the results your product delivers are
possible for them.
If your prospect believes the product delivers results for others, but
not for them. Yet another deal will not close.
9. If Peo pl e h ave u nans w er ed o bj ecti o ns
People will almost always have objections. But if you leave any
objection unanswered, it will stop the person from buying.
Imagine someone thinking, You know I would like to buy, but I
don't think this does what I want. Of course they are not going to
Unanswered objections always are deal breakers.
10 . Y o u di dn' t C r eate A Fu tu r e R el ati o ns h i p
Ever hear of buyer's remorse and they want their money back? If
people cannot see themselves with the product or service in the
future, they will want a refund.
You must create a future for them with your product or service
otherwise even if the deal closes, it will fall through.
I am go i ng to m ak e a r eal l y bo l d cl ai m . R EA L L Y B O L D.
80% of the time you spend selling is wasted
How many times have you gone through the perfect presentation,
only to get a quot;noquot;? All the time you spent is now wasted. And as I said
earlier, every single time a deal doesn't close, it is ALWAYS because
you didn't do or didn't effectively do one or more things.
If People don't have any one of the following they are not
qualified and you are wasting your time with them:
A need for your product or service
A desire for what you have
A problem your product or service is fixing
The authority to make the decision or
The money to buy what you are selling
Not Prospecting. How many countless times were you going to
prospect, you even scheduled time to do it, but then never did it or
quit after one or two calls? How many days, or should I say weeks or
months have you wasted by not prospecting like you know you
Fear of not knowing what to
say is what stops many people
from prospecting. When you do your
homework, which is one of the steps you now know what to say.
You are prepared and almost excited to cold call people. Ok, not
really excited, but at least comfortable and confident in doing it.