“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”
The first step is to get clear on what the defining, observable indicators of the five basic obstacles are. How do you know if your prospects are:
- Really needing what you’ve got?
- Able to afford it?
- In a rush to get things done now?
- Salivating in desire?
- Believing you’re gonna take care of them? (trust)
You need to be able to answer that question. If you haven’t yet figured out a way to spot these indicators in your industry/niche, then this is the ultimate low-hanging opportunity. Spotting these before you waste time with going-nowhere interactions will speed up your sales cycle (and thus overall success) enormously.
Driven by genuine client focus.
They want to be able to walk in the client’s shoes. What drives the buyer and their industry? How does your solution affect them? What can they expect? Are there issues that need to be surfaced?
0 Comments