Selling The Impossible

Yes, everyone says now it is impossible to sell. There is a worldwide recession not seen since the 1930s that is caused by the COVID-19 Pandemic. Even without this, your price is too high, your customers have too many choices and people prefer to go direct and buy online then go through you.

The 18 Situations of Selling the Impossible are:

1. Prospect has just bought from your competitor

2. Your pricing is too high to be considered

3. Prospect has no money due to crisis including COVID-19 Pandemic

4. Prospect has no time or mood to look at what you have

5. New government taxes and rules discouraged your trade

6. Other than pricing, your delivery lead time is too long, specifications unattractive and credit period too short

7. Prospect is now in trouble (facing survival or bankruptcy issues)

8. Prospect says yes but changed his mind later (due to crisis)

9. Prospect is very loyal to his existing vendor for the past 30 years

10. New competitor emerged with 50% price cut (and you cannot match that)

11. Your company is not on the approved vendor list

12. There is no funding for what you sell, making your price higher than your competitors

13. Your industry has bad apples, and people are scared of You and your company

14. Your salespeople have over-promised, leading to market distrust

15. Your prospect is biased against You and your company (due to you having a bad reputation)

16. Your salespeople are either not trained or not driven, and they are good at closing files, not closing sales

17. Customers prefer to buy online and go direct than through you

18. Why Bother? Either Resign or Resigned to fate!  This crisis affects everyone, right?