Can't Close the Sale? with Brian Benedict

Are you blaming the prospect when you can’t close? Are you telling the boss it’s the prospect’s fault that you can’t set an appointment, or they won’t order now?

After 25 years of selling, training and consulting one truth remains -- I have yet to hear one salesperson say “The prospect wouldn’t buy and it was my fault.” or “The prospect wouldn’t appoint me and it was my fault.”

You say, “But Jeffrey, you don’t understand, my situation is different.” Bull blank. The only thing different about your situation is, you’d rather blame someone else than yourself.

If your prospect is constantly telling you ...

“Why don’t you call back in two weeks?”
“We haven’t had a chance to discuss it, call back in three days?” “Yeah, we’re still interested, but it’s been real crazy here and ...” “I have to get together with my partner.”
“I’m not ready to buy yet.”

It ain’t their fault, Verne. It’s yer’s.

The key is to accept responsibility for no sale yet and ask questions to get the prospect to tell you more about why he is not deciding. He has not said no, so obviously you have just not answered his questions.

People are worrying about, thinking about or acting on their stuff. You’re worrying about, thinking about or acting on your stuff. Prospects could care less about your stuff unless they perceive the need or a benefit to themselves. (Selfish but true.)

When a prospect says “I’ll know by Thursday at 1:00 p.m.” It becomes a benchmark time and date for the salesperson -- a deadline. When