Why are merchants not buying from you even when your offerings could speed their processing, make transactions more secure and provide solutions that have been proven to enhance customer loyalty and increase sales?
According to Paul H. Green, author of Good SellingTM: The Basics, people are unmotivated to make purchases when they are:
Prospects may exhibit just one or more of these traits when you encounter them. The solution, Green advised, is to use your sales skills effectively to:
But where should you look if you are striving to do this and are not reaching your sales goals? First, take a look at the following chart, which indicates why merchants say yes or no when sales reps call on them:
The next step? If you're demonstrating attributes in the "Why people don't buy" column, or if you believe your behavior is all in the "Why people buy" column, but you're still not attaining the results you dream of, it's time to regroup.
Here are some ideas on what to do:
Even the best merchant level salespeople can stand to improve. Address each area of weakness one by one, and remember to appreciate your strengths as you go. Set goals with time limits, and never, ever give up.
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