Do you want to know why your prospects arent buying from you? There are three Rs or three things you need to understand if people walk out that door and dont purchase from you. Most people are wearing a badge that says convince me, help me make a good decision. They need and want help. They want to be confident in making the right choice. That is what a great persuader does.
The first R is reason. You didnt give them a reason to buy. Maybe you didnt generate enough interest. Or there wasnt a need, a want, or a desire from your prospect. Your prospect has their own reason to buy. And you see this with rookie salesmen. The rookie gives them a laundry list of reasons to buy the product. This sucks the energy out of your prospect, loses the emotion of the sale and usually uncovers one reason not to buy. You must always find the one or two main reasons why they want to buy.
This reminds me of a story of tapping into someones reason to buy. Airman Jones was assigned to the induction center, where he advised new recruits about their government benefits, especially their GI insurance.
It wasn’t long before Captain Smith noticed that Airman Jones was having a...
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