Don’t Wait for People to Change—Move On and Focus on Those Who Want to Buy
Time is money—learn why you should stop spending it on clients who aren’t ready
This is the 212nd consecutive post on MrEmogical Notes. If you’ve been following this series and are finding value from this blog/ newsletter, please consider sharing this post with one person who you feel needs to read this for their betterment.
Introduction
Most business owners get nervous, restless and uneasy just by the term “sales”.
This phenomenon is seen more often in lives of a new business owner who’s still trying to find a firm hold on the ground of the market they operate in.
Why do people tend to get uncomfortable with sales?
Because they falter with the absolute basic principles.
Let’s focus on the first principle of sales in this note.
The First Principle of Sale: Sell to them who are ready to buy
The process of sale is simple.
The process of a successful sale
01 - Identify the ideal customer profile
02 - Identify the pain points of the ideal customer
03 - Create a solution/ product that alleviates the pain of the ideal customer
04 - Create an offer to present to the prospect at the right time
05 - Introduce the brand/ product to the ideal customer (through content and other marketing channels)
06 - Get the prospect to the point of sale on the basis of the marketing efforts
07 - The salesperson/ team filters the lead
08 - The salesperson/ team facilitates the sale only to the right (read: qualified) leads
09 - The salesperson/ team presents the offer to the qualified prospect
10 - The sale is closed.
Sounds logical, right?
But let’s look at the nuanced perspective here:
Not every lead is ready to understand the merits of the product.
Not everyone appreciates the services of a brand that’s working tirelessly towards alleviating their pain.
The sooner you (read: your brand, your salesperson/ team) move on from people who need your product, but are not ready to invest in their progress, the faster you will grow.
I’ve seen countless sales executives waste their effort over leads who would not buy at the moment.
Pushing your product to a prospect who isn’t ready can never have a positive impact on your business.
So, sell only to those who understand the importance of your product, hold the capacity to pay and are ready to make the purchase decision.
Conclusion
As a business owner, I always believe the job of the salesperson is not to sell, but to actually facilitate the sale.
Sounds confusing, right?
It’s the job of the marketing to get the brand introduced to your customer.
It’s the job of the salesperson to introduce the product, and the offer to the customer (and facilitate the sale).
It’s the job of the offer created by the company, the core team of the business to convert the prospect into the customer by creating an offer that’s impossible to say no to.
If you’re someone who would like to incorporate this system in the DNA of your business, you better be prepared to invest in the journey. If you’re still reading, I suggest we connect for a 1:1 consulting session with me. Let’s understand how my consulting services can help you start, grow, and/ or scale your business. Feel free to reach out to me and let’s connect.Your Thoughts!
If you’ve reached till this point of the post, I’m sure you must have some thoughts/ feelings/ opinions about what you’ve just read.
I’m done sharing what’s on my mind, and now is your turn to share your POV.
Tell me how you are processing the information that you’ve just read?
Do you agree with my thoughts?
Do you think I missed something important?
Do you disagree with something in particular?
Let’s continue this conversation (or ask your questions about the post) in the comments below.
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Prompt used to create the image for the note
P.S.: Image made on Meta AI using the prompt, “Imagine a car salesman who's looking exhausted trying to sell a luxury car to a middle class working professional who doesn't seem interested to make the purchase”
Its insightful Manish