What are they really saying?

When a customer says " I don't have any money" what are they really saying? Where does their money come from? Their source of cash flow is customers. We are in the business of providing our customers with their customers. It is physically impossible for a business to eliminate all expenses short of declaring bankruptcy. They will always have overhead expenses and labor costs. The only answer to their dilemma is to bring in more paying customers. Rather than challenge the customer's statement, ask them how they plan to turn things around. I often ask customers what will happen if sales don't improve? As sales people we need to starting thinking about as a solution to to their problem rather than as part of the problem.

Keep Smiling, Keep Selling!

Thanks

Jim Busch