No one successfully sells to every single person they meet. Despite the many books and experts out there who claim they can teach you how to sell, it’s just not possible. However, you can improve your chances if you ‘Sell to the MAN’
‘MAN’ is an acronym for ‘Money, Authority, Need’ and it can help you qualify your prospects very simply and easily.
Does your potential customer actually have the money to buy from you? Either they do or they don’t! Now, if you are selling something with a very high value, like a Lamborghini, then ‘I can’t afford it’ is likely to be a very genuine reason not to go ahead. However, with a lower value item (haircut, facial, lawn treatment) then most people could afford it. Therefore, don’t be put off if someone says they can’t afford it. Instead, get creative. Offer alternative ways to pay (cash, transfer, credit or debit card). Get flexible – can they pay in instalments? Get entrepreneurial – can they do a skill swap (a bit of your service for a bit of theirs?) Entrepreneurs don’t have to answer to a complicated hierarchy – as long as it’s a good deal for you, help them to buy in whichever way you can.