It seems that we have all been blessed (or cursed) with the “Not Now Gene.” This is when we are offered a deal, opportunity, product or service when without giving it a second thought we immediately say “no thank you.”
But there are underlying reasons for people to step away from our “attractive” propositions. Here are just a few.
They See No Need. This may or may not be true, but if they don’t see a need for what it is you are representing – you have your work cut out for you. You can give it a shot, but my money is against you on this one.
They Lack Important Information. This is understood, and the solution is to provide them with information. If you try to accomplish this all at once, you are flirting with “information overload.” The best way to do this is to trickle information their way over time. In my business (the marketing business), this is referred to as a “Drip Campaign.”
They Have a Natural Tendency To Resist. Salespeople through the years have taught most of us to exhibit this behavior. We just don’t trust people (sales people) right from the giddy up.
“May I help you?”
“No thank you. I’m just looking.”
It is a knee jerk response and should not be considered rude or crude. It simply must be dealt with accordingly.
They Really Are Not a Qualified Prospect. You should not want to sell the wrong thing to the wrong person. You should not want to sell the right thing to the wrong person. You should not want to sell the wrong thing to the right person. Get it?
Qualify your target audience and your life will unfold much more smoothly than it is.
They Are Exercising Their Bargaining Instinct. This is not bad. In fact, it is kind of cool. After all, negotiating is and should be fun. Don’t take it personally. Let the games begin.
They Feel the Sacrifice Is Too Great. I suppose this has something to do with your “value proposition.” If you have not clearly demonstrated the worth of your product or service, it is only proper that the customer step off and think about it. The solution to this is to build value and address any potential sign of “buyer’s remorse.”
They Don’t Feel Comfortable With You. This is a beauty, and often occurs when the salesperson comes on too strong and/or too fast. Slow down. Get to know the person. Make them feel comfortable and welcome first. Ask non-intimidating questions and see how this objection goes away all by itself. You are a good person (I hope). Be that good person in your business dealings.
They Have Friends In The Business. I am the first to endorse the friend card… if in fact, the friend can deliver the goods. When this stops being the case, give me a buzz.
They Feel That the Price Is Too High. This goes hand in hand with the “sacrifice” thing. Repeating myself makes little sense. Scoot up three paragraphs and read that section again.
Let me take this opportunity to remind you of a couple of things that when understood and internalized will greatly assist your business-building efforts.
- There are only two types of people. Those you can help, and the other kind.
- It takes time to establish sound relationships.
- You can’t be all things to everybody.
- Until you prove otherwise, you are just another salesperson.
Mike Marchev is a down-to-earth motivating sales trainer, author and business coach who specializes in the travel industry. For a complimentary copy of Mike’s 12-Word Marketing Plan send him an email at firstname.lastname@example.org with the number “12” in the Subject Box. His daily column is made possible by AmaWaterways.