You finally have the appointment and they just don't want to do business with you.
In all aspects of the "sales cycle", nothing can be as frustrating as the failed interview and the failed closed.
You did great, but the gears just did not mesh. The biggest mistake I have found is that the sales person, business owner or rep was just so intent on what they were going to say, that they simply stopped listening to the potential client. I forget what some wise man once said, maybe Gandhi, but it went something like this: "If you listen long enough you will hear it." I have found that sales people talk too much. They already have what they want to say fixtaed in their mind and only acknowledge the other person intent on to getting them to shut, so that they can continue talking ("selling") about it. This is why people don't like to be sold - bad communication and bad manners.
When one actually is INTERESTED in the other person, their problems, challenges, etc. and from there assists them in resolving that difficulty, you have in actual fact started true selling.
What helps to do this better? Doing homework understanding them, their company, the industry that they are in, its problems and potentials. This demonstrates that you took the time and care to understand them and took the initiative to understand and maybe even resolve their problems.
From that understanding, you can have a few items to present, like graphs, industry reports, facts, trends, etc. Doing this BEFORE the interview is invalubale. This presentation is now closer to the point of what they need and want. The smart sales person may gather this before hand, or even ask for two appointments. One to discover what they need and the second one to come back with solutions with the intent to close the deal, money in hand.
Intelligent, lively selling will always gain more sales that trying to talk over their concerns.
Best, Edwin Dearborn
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