It's not that it isn't landing, it's just not being made concrete.
The reaction to the sales meeting isn't bad.
The other party is nodding along.
They even go as far as to say, "That sounds good."
But in the end, it always ends with
"I'll think about it."
.
This happens quite often.
It's not that the product is bad.
It's not that the explanation is poor, either.
Then why doesn't it close?
The answer is simple:
because the conversation ends while still feeling "vague."
For example, if a salesperson says,
"It's very easy to use."
"It's quite popular."
"I'm sure you'll be satisfied."
Nothing remains in the other person's mind.
Easy to use—what exactly and how?
Popular—to what extent?
Satisfied—based on what?
It's because everything is fuzzy.
And if the conversation remains fuzzy, the response you get back will also be fuzzy.
"It looks good."
"I'll contact you again."
"I'll discuss it internally."
In other words,
if you speak in abstractions, the results will also end in abstractions.
Unless you change this, sales will not move forward.
People think "this might be good" based on emotion.
But when they finally take action, they need a "reason to do it."
The decision-making material referred to here is
material that allows them to explain the reason for doing it to themselves.
It seems good somehow.
It seems convenient.
It seems safe.
This alone is still weak.
How much can be reduced?
How much will efficiency improve?
What will be lost if you don't do it?
Only when they see this far can the other party
"I see, then it's worth doing"
and convince themselves.
This is especially true in B2B sales.
It won't be decided just by "it seems good."
What is needed is
"concrete decision-making material" placed behind the emotion.
For example,
"We can reduce costs"
is weak.
But,
"We can reduce costs by 1.2 million yen per year"
what if you said that?
The other party's mind will start working immediately.
"100,000 a month, huh?"
"Compared to current costs..."
"Then it makes sense."
At this moment, the other party changes from "doubting" to "
calculating".
This is the power of numbers.
When there are numbers,
the other party thinks not as a sales impression, but as
their own decision-making material.
That's why what's important in sales is
not to embellish with adjectives.
It's to turn the abstract into "concrete."
"It's convenient"
↓
"Work that took 20 hours a month will take 15 minutes"
"It's safe"
↓
"With your current insurance, it's 0 yen for outpatient visits, but this plan can cover up to 1 million yen"
Once it drops to this level, the other party can finally
"Then I need it"
and convince themselves.
Strong people in sales are not those who are good at talking.
They are people who can convert things into a form that is easy for the other party to decide.
So, from your next sales meeting,
take a look at the words you use in your pitch.
Amazing
Cheap
Fast
Convenient
Reliable
Try questioning these kinds of words for once.
And replace them with this:
“What does that mean in terms of numbers?”
Just doing this will significantly change the landscape of your sales meetings.
Stop ending sales calls with “That was a good talk.”
Don't leave things abstract; get them to decide based on specifics.
When you change this,
the number of “I'll consider it” responses will definitely decrease.
Good luck today! 💪🔥
Sales Sitter Takayuki
*Numbers are a weapon to provide that final push.
But before that, if you haven't made them think “I want to hear what this person has to say” in the first place, they will just end up as mere data.
I have summarized the techniques for moving emotions first here ▼
[Techniques for “Emotional Induction” used by top salespeople]
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