If it starts to become clear that your questioning approach and courteous persistence isn’t getting you the results you want, then you’ve probably been unable to uncover the real reason why your prospect isn’t buying your product. And as a result, you’re probably not close to making the sale.
If that’s the case, and you still feel as though your product is a good fit for your prospect, then you can still try to wrap up the sale one more time.
As you finish your presentation, say, “Chris, I really thought you would decide to purchase this today, because it seemed like our product truly did fit your needs. However, you’ve decided not to take action.”
“And in a way, I feel bad about it, because I did not explain things thoroughly enough to make all the benefits more clear to you. And because I didn’t, you won’t be able to experience the advantages that our product has to offer.”
“Since I’ve devoted my career to this, so that I don’t make the same mistake again when I try to help other people, would you please tell me either what I said or did wrong? And of course, please feel free to be candid with me.”
Now, if you deliver these words warmly and sincerely, you may get a number of different answers. And in most cases, it’ll be one that you can work with.
At other times, they might say, “It wasn’t your fault at all. We didn’t buy because…” And at this point, they’ll bring up the real reason.
Then, you can respond by saying, “Oh! Thank you for mentioning that. No wonder you’ve hesitated to act until now. If I were in your shoes, I would have done the exact same thing.”
And from here, you briefly address their concern or give them the answer to the objection. Then, you try to wrap up the sale by asking if this makes the difference in their decision.
