Lets say you have done things right and you have a good service or product to sell, and yet people are not buying… What next? Well consider these three interlinked points and see if you can do something with this.

Firstly people start off as suspects, they move to prospect next, then when they buy they become a customer.

So lets figure out the ‘suspect to prospect’ part and see if we can find ways to get them engaged enough to want to buy what you have.

Here are the three points.

1. You are not offering them what they want right now – In a shop, they might walk in to kill some time, or they might want something but they can’t see it right now…

2. Not offering them enough information for them to “sell themselves” on what you have to offer -You can have the best product or service in the world, but if the info is not there to support it how can they ‘process the information.’

3. They don’t want to talk to you, maybe they want to check things out a bit first – This can be a case of “I want to look first and see if it’s okay by my ‘standards’.”

That’s the three points, so lets pull it apart a little.

Okay so we are talking about the psychology of sales, or more correctly, pre sales. So what’s going through the persons head? Probably at a sub conscious level they have a need or want to be met and are “cruising” to find a solution. If they have no need or want, they may be open to an idea, if it fits with their values and beliefs.

So they may be on a search for an answer or could be open to an idea. If they are searching in a retail context for something they “want” they might be readily put off by a sales person that says “Can I help you”, the suspect does not make it to prospect. If on the other hand they have a strong need for something they might respond more positively to the “call for help”…

Lets go for the person that has no idea of what they want, a blank canvas… a person comes along and offers them a “Business opportunity” they may turn straight off. Why? well the idea does not appeal to their values and beliefs, the things they find important at a core level.

If however the sales person was to set things up so they were in alignment with the persons values and beliefs, they will probably have a much better chance of success.

An example… You have a business proposition, the economy is down and you have a sure fire way to assist them to get through it.  1. figure out what they want, $$, financial freedom, peace of mind they can get ahead, that sort of thing. 2. Give them info that shows the benefits of fitting to those needs. 3. Give them the chance to check it out a bit first, no hassle, no bother…

The challenge is to do it in ways that do not put them ‘offside’ in the process.

Steve Gray -

Steve is a business educator – Trainer – Speaker (Steve You can get his Leadership E Book from
The info provided in these articles is for educational purposes only and is intended as a starting point for you to build your business from, not as specific advice.

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