You'll never catch me drinking a cup of coffee.
Nope, never, no way.
Hot chocolate yes.
Iced caramel macchiato yes.
Even an occasional Ben & Jerry's Coffee Toffee Ice Cream is a yes.
But a plain cup of coffee?
It's Hard Pass for Me!
You see, there's one thing about coffee that I absolutely can't stand.
It's something that evokes a terribly negative visceral response from me: THE SMELL.
I can't stand the smell of coffee.
And while some people absolutely love inhaling Eau du Coffee all day long, I can't stand it.
The thing is, when I was younger and would travel long distances by plane, I frequently got airsick. It was a miserable experience for me.
For whatever reason, I've always associated the smelling coffee on an airplane coffee with getting sick.
Why Am I Telling You All This?
The reason I'm sharing this with you is because you'd never know this coffee thing about me... UNLESS I TOLD YOU.
Much in the same way that your client or customer may have their own personal, "hidden" reasons for not buying from you UNLESS THEY TELL YOU.
You can have the best pitch in the world... the best product... even at a dirt-cheap price... but if the customer has their own personal undiscovered reason for not buying from you, the sale is doomed...
...Despite your best efforts!
So How Do You Handle This?
Easy. You ask questions. You get the customer to talk. You present them with options and alternatives. You ask them how you can make them more comfortable. You ask them if there's anything holding them back from moving to the next step. You take baby steps with them. Tell them stories relevant to the sale.
But, now matter what, you ask, ask and ask.
As a business person and entrepreneur, you sometimes have to play the role of private investigator (but do so in a tasteful, not obtrusive manner) until you hit the hot button.
If you can penetrate through the secret "coffee reason," you'll have a much easier time making the sale.
