Being Rational with Your Objections
I’m enjoying a book that my eldest brother Charlie bought me called Philosophy for Beginners.
I have now have arrived at William of Ockham.
He was born in 1290 when Edward I was on the throne. He was from the small village of Ockham in Surrey, and became a friar. He is considered to be a major figure of the middle ages when it comes to logic, physics and theology.
He died just before the outbreak of The Black Death in 1349.
He is famous for his invention known as Ockham’s Razor which discourages multiple hypotheses. His work suggested that no more assumptions should be made than are necessary.
This led me to think of how salespeople can manufacture some wild assumptions and reasons as to why the prospect didn’t place the order.
So, when you don’t land the sale don’t tie yourself up in endless complex reasoning that goes from the ridiculous, “as I was parking, I saw him look outside at me and his face told me that he didn’t think I parked very well” to the sublime – “I think he went with a competitor who had the same beard as him, I never stood a chance.”
Why they didn’t buy from you:
- They went with their existing incumbent supplier.
- They bought the lowest cost option.
- They didn’t like the quality of your product or service.
- They didn’t rate your service.
Affect what you can affect. Regroup and move on to other people who are in the market for what you have.