The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
Get inside your buyers mind - understanding RISK
|
Good morning Reader Let me be VERY VERY CLEAR about the reason why your buyer is not buying your product or service right now.
We ignore this at our peril. We have to think like our prospective buyer. They are thinking right now:
There are a myriad of thoughts going through your buyer's mind when you talk to them about what you do. The higher the price of the service, the more they have to think about it. At the end of it all is a simple series of thoughts:
If they think that it's BS, they will say "no" or" give me time to think about it". This is simply an excuse for "I’m not sure" which deep down means "I’m not ready to buy". Our simple goal is to get inside our buyer's mind. Become a fly on the wall in their mind. Get so close to them that we know what they are thinking. When we do that, selling becomes simple. We all worry about things that might or might not happen. It's all to do with risk. De-risk what you sell to your buyer. Make them feel comfortable about what you do and what you offer. Make them feel 100000000% sure about what you do and how you do it, that there is no risk to their decision. Do that and the orders will flow in…… Until next Saturday, stay focused on becoming a fly on the wall on the brain of your buyer. James How would you rate this edition? 🤏🏻 So-So |
James White
The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
In today’s edition, we dive into why salespeople don’t feel confident handling objections and how training yourself like an athlete can turn objections from scary roadblocks into opportunities. Like a fire drill, objection handling is a skill built through repetition and preparation. Let’s explore how to build that confidence and close more deals. This week's suggested resource: Handling Objections Effectively Hello Reader, What would you do if the fire alarm sounded in your office? Some...
In today’s edition, we explore why the majority of buyers say salespeople don’t understand their business, and how that’s costing you sales. We dig into how tailored conversations build trust, relevance, and ultimately win more deals. Hello Reader, Imagine you’re buying a suit for an important event, and you have two options. You can get a tailored suit, meticulously crafted to your exact measurements. Every seam fits perfectly, the shoulders align just right, and the sleeves fall exactly...
In today’s edition, we dive into why buyers often take longer than you expect to say yes. We’ll explore how big decisions trigger fear and hesitation, not disinterest, and why patience, empathy, and smart follow-up are your best tools to keep deals moving forward. Hello Reader, Imagine you’ve just found your dream house. The location is perfect. The garden is beautiful. It ticks all your boxes. Yet, even though you love it, you hesitate. You don’t say yes right away. Because… Buying a house...