BARRIER

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

BARRIER

There are eight personal barriers to a sale.

These barriers are caused by YOU either before, during, or after the sale. There are no remedies listed here – these are only offered as a reality check.

When a sale is stalled or lost, it may be that the reason is below:

1. The customer doesn’t like you.
2. The customer doesn’t trust you.
3. The customer doesn’t believe you.
4. The customer doesn’t have confidence in you.
5. The customer doesn’t like, trust or have confidence in your product.
6. The customer doesn’t like, trust or have confidence in your company.
7. The customer has had a previous bad experience with your product or your company.
8. The customer has heard of a previous bad experience with your product or your company (and believed it).

I recommend that you list the last five sales you lost. Write the main reason or two you THINK you lost each one. Then compare your reason to this list and see if the reason you THOUGHT you lost the sale was a symptom or a result, caused by one of the eight barriers listed above.

I hope this list helps as much as it hurts.
And thanks for being my customer!