Post on 08-May-2015
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Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
www.derekhendrikz.com
TEN reasons why people choose your product or service
It’s the biggest
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It’s the latest
They need it
It’s the smallest
They want it
It makes them feel secure
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It feeds their vanity
It brings status
It’s appropriate
They are compulsive
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TEN reasons why people do not choose your product or service
happy with what they have
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indecisive customer
poor timing
doesn’t stand out
not the best
you never asked
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customer had bad experience
customer doesn’t trust you
customer has no money
customer procrastinates
1. not asking
2. give away too much too soon
3. talk, talk, talk… shut up and close!
4. not in the mood to sell
5. Unable to move after failurewww.derekhendrikz.com
6. rushing the close
7. emphasize logic at cost of emotion
8. distracted
9. you’re not in control
10. prejudging prospectswww.derekhendrikz.com