The number one reason people don’t buy from you is because they don’t want what you are selling.
The second reason people don’t buy from you is because they don’t believe you.
Usually in selling, it doesn’t matter if it’s online or offline, the first reason is usually easy to solve… just sell what people want, but the second reason of not believing what you are selling is the biggest hurdle.
Most people will say, being honest and telling the truth will lead to a sale.
Yes. They are right and I bet you will say that too but are you really saying it or better yet… doing it?
Here’s a true story that will sum up the above title…
My cousin, who was a business development manager took a salesman down to a customer to try to close a $50,000 deal.
The final result is… they did close the deal.
My uncle who is one of the boss of the company was very proud of his son, so proud that he told my father how talented his son was as oppose to me.
Well… things didn’t go very well after the sale was made.
Products that my cousin had sold, was not up to the standard that the customer was expecting, it was so bad that the customer actually wanted a refund.
The customer actually called him a few times but my cousin didn’t pick up, so he call in to our customer service, and I was the one picking up the call and getting scolded.
I didn’t even had a chance in hell to explain.
At the end, we had to get our managers and engineers down to try to fix this problem.
Although, the customer didn’t get a refund but it destroy a $50,000 relationship and even created a bad reputation for our business in the market.
Anyway, in my years of working in this market, I had never close a deal more then $30,000 but I did close deals that are worth over $100,000 over the course of a year.
From what I know, my cousin actually lie to the customer about our products, telling customer how superior our products are to the other branded one on the market.
Yes, my cousin wanted to close this deal and yes… he believe in his own products and yes… he strongly believe our products are superior but… but… against branded one… we are not even close.
I’m not saying our products are bad, what I’m trying to say is, not every product is perfect.
When my father know about this, he ask my uncle why and his reply was… manufacturing problems… well… that’s another big lie.
Look, I’m not going to tell you I never lie in sales, but I always do my best to be as honest as I can.
It’s not easy to close a $50,000 deal but is easy to destroy a $50,000 relationship.
The truth is most sales in this world are almost lies after lies.
For example, those online sales videos that tells you… how good you are and how you should buy their shit, so people around the world can send you money to listen to you.
Look, is true that they will teach you how to do it when you buy their shit, but let me ask you… what if you fails even if you really do what they teach you?
Just imagine, you know everything about a certain skill, such as cleaning a window.
Don’t ask me why cleaning a window is a skill because if you don’t clean your window everyday… you never knew how to really clean it anyway.
So, you want to teach people how to really clean a window, let me ask you who would be interested?
I’m not sure and I don’t know the answer…
Look, there are products that are made for certain people and they are not for everyone because there is no product in the world that is cater to every single person in the world.
If you want to sell your product, first… be honest to yourself and then to your product… know who is the right person to sell and then… deliver your sales message