9th October 2017

Six-and-two-half reasons why people don’t buy

We’ve all been there. You present your offer to an ideal client, and yet, at the end of the meeting, you walk out without the sale. So, what went wrong? Well, first we need to start by thinking about a sales conversation as a battle of conviction. What do I mean by that? Simple. In any conversation, two (or more) people are “selling” their version of reality. Whoever has the strongest conviction that their reality if right (and all others are wrong) will ultimately win. If that’s you, then the buyer “gets” your point of view and buys. If it’s […]