When a customer says times are tough and they can’t afford to buy from you, respond with, “I wouldn’t expect you to buy from me if I didn’t think I could make a positive impact on your business.”
I am always amazed at the number of salespeople who have never taken the time to demonstrate to the customer the value and benefit of what they have to offer. People only buy things when they will benefit from a product or service. Therefore, salespeople must ensure that the customer understands their product or service’s value to them. Many times, salespeople will try to communicate what they believe is the key reason why a customer would want to buy from them, only to be rejected. This rejection occurs because the salesperson is not stating what the customer is truly looking for.
So, begin to perfect your selling skills. If you’re not willing to upgrade them, there’s no reason for your prospects to be inclined to do business with you. To begin the upgrade process, I’d like to suggest that you take a few minutes to read some of the other postings in this blog, or articles or tips on my website.