Selling is difficult.  It’s not enough to talk about your product and hope your prospect will buy – there’s always a lot more going on than that.

Here are my top 3 painful truths you need to get your head around when it comes to selling:

Painful truth #1: Nothing is “too expensive”.   It’s more likely your potential customer doesn’t see your thing as having the value you think it does.

Have a look at your Value Proposition; it should be a clear statement of the value your product will deliver and should be the main reason your potential client will buy from you.  Is your Value Proposition clear?

Painful truth #2: When your customer tells you their reason for not buying, it’s not a good idea to believe it.  I’m not saying that people wilfully go all out to lie to you, it’s just that it’s always worth exploring further as there might be a win-win situation you’re both missing.  It’s up to you to find out the REAL reason and address it – don’t expect people to lay themselves bare.

Painful truth #3: “I’ll think about it” means ‘No’.  As does “Send me a proposal”. You need to get to the reasons behind the decision process to be able to influence that sale.  Walking away with a promise of either of the above puts it out of your hands completely.