Whose shoes are your feet in?

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I read an insert off of a forum today that was very interesting.
Here it is.
According to Zig Zigler there are 5 basic reasons people will not buy from you.

“No need, no money, no hurry, no desire, no trust.”

“No Need” ~  Zig reminds the reader that most of us buy more than what we need. How many pairs of shoes do you need? Do you need a T.V? How many do you own? Do you need an Xbox, Wii, Playstation, DVD player?

“No Money” ~ However, most of the time, not having enough money really means, not desiring the product. Chances are if you have more than one product line, you may receive a different response to different products.

Here is a story to illustrate the point.

Mrs. Funderburk was his potential client. He was selling cookware at the time and this involved a cooking demonstration, having spent time in the kitchen cooking he saw plainly that Mrs. Funderburk did not have much in the way of cookware and would benefit from his product. However she just kept saying “no money, too expensive, can’t afford it.” But somebody brought up fine china and when Mrs. Funderburk asked him if he sold china and he said yes she wanted to see it. He left her home with an order for fine china that was a much greater dollar amount than an order for cookware would have been. Zig concludes that it is important to know if a client truly cannot spend money or simply does not want a particular product you are showing them.

“I don’t have any money for that cookware because I don’t want the set of cookware. I’ve got money for that set of china because I want that set of china.” Is his example of her probable rationalization?

Mr. Ziegler says “People are going to buy, in most cases, what they really want - not necessarily what they need. It is your opportunity and responsibility to sell the legitimate benefits of your goods and services in a legitimate manner so your prospect will want to buy from you, again and again.”

The fifth reason the prospect does not buy is the most significant.

“No Trust” ~ According to a study conducted by the New York Sales and Marketing Club, 71% of the people who buy from you do so because they like you, trust you and respect you. You’ve got to establish trust and respect with your prospects if you expect to be a sales professional.

 I did not write the content myself, but the subject was any eye opener  to me. I do not know why I can not put myself sometimes into the customers shoes when it pretains to my business.

If you are like me and cannot put yourself into their shoes, just start  asking your customers questions.  I think they would enjoy giving you feedback and it shows them how important they are to you.

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