Selling has become more difficult and challenging in recent years. However, if you think it’s tough to sell, try being a corporate decision maker.
Anyone who is responsible for making buying decisions experiences stress when they are faced with these decisions. Even if they like your product or service they will have questions and concerns about making a decision.
The problem is that many of these questions will NEVER be verbally expressed.
Here are just a few of the possible concerns and questions that occupy their mind space during your sales conversation.
1. How can this sales person or his company help me?
2. What’s in it for me? How will I personally benefit?
3. What happens if the company fails to execute or deliver what this sales person says they will do?
4. Are the claims about this product accurate?
5. How will this decision affect me and my position?
6. I’ve heard other sales people say that before, why should I believe this person?
7. What will happen if I do nothing?
8. How hard am I going to have to fight to get approval for this? Is it worth the fight?
9. Who is going to challenge me and oppose this decision?
10. How will this decision affect my boss’s perception of me?
11. What will my boss think about this decision?
12. We tried something like this before and it didn’t work; why should I consider it again?
13. How difficult is it going to be to implement this solution?
14. Is it worth the headache and hassle to make the change or is it simpler just to deal with the status quo?
15. Is the problem really big enough?
16. How much is this going to cost in terms of soft costs such as people, time, meetings, etc.?
17. What hasn’t the sales person told me?
18. What hidden costs haven’t been factored into this solution?
Not every decision maker is going to have ALL of these questions running through their head but I guarantee that ALL of your prospects will have several questions or concerns at the very least.
That means it is critical that you find out what questions your prospect has on their mind.
Unless you uncover AND deal with these questions and concerns, it is unlikely that your prospect will actually make an affirmative buying decision.
The next time you’re talking to a prospect about your offering think about the questions running through their head and figure out how you will deal with those concerns.