An unfortunate and common occurrence in selling can be the “No Show” factor.
This is where your potential customers…
- Don’t take action after agreeing to do so
- Don’t show up when you call back
It appears they’ve sought Witness Protection!
Not showing up is a problem, and the problem could be you – if you didn’t first show up for them!
What do I mean by this?
For example, when you first speak to people;
- Do you take the time to ask the right types of questions, listen with the intent to understand, learn and respond appropriately to their answers?
- Are you “meeting them where they really are”, before telling them about where you are?
- Are you allowing them to feel consciously and sub-consciously, heard, appreciated and understood?
If you are, they’ll usually be there when you call back.
If you’re not, and all you do is treat them as another cog in your wheel of chance called “The Numbers Game”, which is like throwing spaghetti at the wall hoping some of it will stick… then it’s unlikely they’ll stick around!
And it’s not always because they’re not motivated to make a change.
It’s because they don’t TRUST you have their best interests at heart!
And why would that be?
Well, their frame of reference (thinking) when you first call, is hardly likely to be the same as yours.
Yes, they might express a desire to make a difference from what they have to what they want.
But there it ends.
Most people don’t just want something based on objective logic. There are reasons why they want what they want.
And… It’s About Their Reasons – Not Yours!
Their reasons will almost certainly be totally different than yours.
Their reasons will different than other peoples.
Their reasons are their real frame of reference.
Not only that, included in that frame of reference is the possible baggage of their fears, such as, will it work? Will it be the best for me? Am I getting value for money? Can I trust this person, and so on!
So it’s important to ask about, acknowledge and genuinely address those issues, and not use insane objection handling techniques that will have you shown the door more often than not!
Your leads and potential customers will tell you everything you and they need to know about what they want, why they want it and whether they are serious enough to put in the time and effort to get it.
At the same time, having dialogue’s means they’re not likely to disappear anywhere!
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