It’s hard to sell when your customer doesn’t get a word in edgewise. For all your lecturing, demo-ing, and just plain showing up and throwing up (ah, what a wonderful phrase), you finally come up for air. And the client is still looking at you.
No comment. No interest. No way are they going to buy whatever it was that you convinced yourself you would try to sell them.
Because they weren’t interested in buying in the first place. And now they are mentally kicking themselves for ever letting you into their office or taking your phone call.
Put yourself in their shoes. All your lofty rhetoric adds up to one question in their minds: “So what?”
If what you are discussing doesn’t answer that question, you have no business trying to win business with that customer. [Read more...]