What if you learned that there is a 100% mirror image correlation between how you make a purchase and the behavior you will tolerate from a prospect?
One of the hidden sales weaknesses I help people break through at my events is called the Non-Supportive Buy Cycle. It’s a fancy name for understanding that how you buy things (your buy cycle) may not support how you sell things.
In fact, it could be what’s stopping you from selling to your potential.
When a salesperson has a non-supportive buy cycle it indicates that the manner in which this person goes about the process of buying something for him/herself does not support the selling process.
When you make major purchases personally, do you shop on price? Do you ever comparison shop? Do you ever take time to think things over?
If your expectation is to close in a short period of time and yet you’re wired the wrong way, you may be getting in your own way. The buyer’s stalls actually make sense to people who struggle with this.
How? You’ll avoid saying or doing those things which, in your mind, would change how the prospect feels about you. This includes, but is not limited to tough questions, legitimate confrontation and the potential inability to handle rejection or a ‘no’.
Here’s a humorous way to understand this – especially when you (at a subconscious level) expect other people should buy how you buy.
The result is that you may create a pipeline of prospects, but with relatively few of them getting closed or eliminated.
If you can overcome this issue you could win 50% more business. Start changing how you buy and watch how you start changing how you sell.
Click here to watch a video on YouTube from me discussing this at my past event if you’re interested in learning more.
In future posts I’ll share my thoughts on the other sales weaknesses that once identified, can help you get out of your own way.