You know the issues; you see how you have the solution but the problem is your customer doesn’t. You’ve tried all your closing tactics and nothing is working. It’s as if they are immune to your efforts.
So it seemed to Phil as he explained during one of my sales training sessions. Phil sells machine tools and he shared his frustration; “I have this customer who buys a new piece of machinery every two years like clockwork.” “My problem is that he rotates his business between vendors.” “I can’t seem to get him consistently purchase our machines even though we have proven to be the most efficient.”