Every Sale Has Five Obstacles
These days, it’s not so easy to be an entrepreneur. There is a lot of competition and you really need to step it up. You don’t just market a product; you have to offer it to your customers instead.
In order to be a successful entrepreneur, you need to make sales. Selling can be challenging due to numerous factors. According to Zig Ziglar, “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” These are the obstacles entrepreneurs must go through.
When it comes to “no need and no hurry”, an entrepreneur must offer a valuable product. He must be able to show the need to get the product and that it is a worthy investment. Sometimes it’s not that our clients have no money, it’s just they prefer to use it elsewhere. Buying a car and a home is not really that cheap. But most of us save up and acquire them anyway. Why? Because we need them and we believe they are worthy investments. Offer the value of the product and remember not to sell it, simply offer.
Meanwhile, “no hurry and no desire” deal with how bad clients want a product. Urgency and want also deals with the value of the product. Why do you need water and food now? You need them for sustenance and nutrition. To create urgency and desire, customers must realize the need for a product. It must help them or can be useful to their lives. The benefits of having the product must trump all other doubts customers may have.
On the other hand, “no trust” applies to the brand and us entrepreneurs who are offering the products. Being an expert or an authority can certainly help earn our customers’ trust. We do this by being honest and genuine in helping and offering our services. It really is that simple.
Bottom line, we need to build relationships with our customers in order for them to trust us. Don’t just focus on the sales. Make your customers trust you and the sale will naturally happen.