Day 91 - You are not the problem, the prospect you are targeting and selling to is the problem. Here is why… (1,000 days content creation challenge)

When it comes to sales and closing deals, we usually blame our tactics or strategies and yet sometimes the problem is simply targeting and selling to the wrong prospect.

Here is why…

Let’s say you have a product or service which costs $1,000 but the person you are selling to earns $100 per month and saves about $10 during the same month after expenses. In such a scenario, it doesn't matter how hard you sell to him or her, your chances for success are almost zero. So, if someone doesn't have a budget, then chances are extremely thin.

It could also be that they have a budget but they neither have a want or need of what you are selling. For example, where as I can afford a beer, I have never wanted or needed one. So, however persuasive you might be plus the biggest discount you can offer, I will not buy.

It could be that someone sees the need, the budget is there for their organisation or team but they cannot make a decision. They have to wait for the decision maker and unless you jump through the hoops to get to the decision maker, you will not win.

What I am selling to you here is that you can do everything right from a sales and marketing perspective and still fail because you are simply talking to the wrong person.

Therefore, next time you are engaging a prospect, ask yourself whether the person has the budget, the need or want of what you are selling and the decision making power. If the answer is a YES to all the three aspects, then, you are talking to the right person. If the answer is "no", then consider other targets.

Let me know your thoughts below and if you found this piece useful, kindly share with others.