Why your prospects say no to your offer.

Mike Beasant

May '23 (edited) • General Discussion

People are all different, yet still the same.

What I mean is the human mind and body are the same worldwide, yet enormous differences exist in performance.

People say no to your offer because they cannot see a clear benefit for themselves.

Particularly if you sell a service, such as sales training.

The product is not real, you cannot buy a ton of sales training, and put it in a box.

You can only ever sell the outcome associated with your sales training.

Surgeons know an arm is an arm, a leg is a leg, yet while the inside of your head is still mechanically understood, but the software and nervous connections are still being studied.

All you need to understand as a salesperson is the way people reach decisions.

Change is resisted almost completely because of evolution and the inbuilt survival instinct to group together to avoid danger.

Fit in not stand out or you might get eaten alive.

So always assume your prospects will ignore your words of wisdom, unless you follow certain sequences.

People recognise their name, it gets their attention.

People want a solution to a problem they have, but often won’t admit to.

Admitting a problem leaves them feeling vulnerable.

In danger.

Is your business going bust?

Will be answered with “Yes it’s fine………”

What’s going well in your business will be answered differently.

If you follow up with what result would you like to improve?

You will get more responses.

But you will seldom get honest answers because people make excuses that transfer the blame to others, to avoid looking bad to themselves. And to others.

If you ask, “What would we have to do for this to be be seen as your best investment ever?”

You might get a wish list of results.

And that’s a good starting point for your presentation.

“What would be the thing you need first?”

Before you build desire for the result, you need to have a deep understanding of your prospects pain.

So you can ask them what happens if they stay where they are.

Compared to moving forward with you.

Following the perfect sales script does this for you.

That’s all for now, good luck

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