He walked into my office, sat down and was debriefing the last sales call he went on and expressed some frustration on why they didn’t buy. He explained all the benefits of his product and how low the price is compared to his competitors. He closed his presentation with the statement “this is a no-brainer decision.” Yet he cannot understand why the prospect didn’t buy.
I replied with a simple question, “What are their reasons to buy?” He paused, but couldn’t think of any. He said, “It’s a simple decision. Can’t they see the value?” [Read more…]