Look back over this past year and think about the opportunities that didn’t go your way. Think about those prospects that you never got through to, or those that wouldn’t give you a meeting. Do you know what happened? Do you actually know why that outcome took place?
Even getting feedback from the prospect rarely leads to an honest answer. In my work with thousands of salespeople, I’ve discovered that there are only a few main reasons why customers don’t buy.
In this video, I’m going to teach you the top five reasons why customers aren’t buying from you. Check it out:
So, there are the five reasons why customers don’t buy from you. I want to hear from you. Which of these ideas rings true for you? Be sure to share in the comments section below. I’ll read every single comment.
Marc, If I had to pick the single most of the 5 you mentioned, it would have to be where sales people focus too much on our offer/product/service.
Great to hear Riyaz!
Thanks Marc,
I really enjoy your video tips.
Do you have any ideas on methods to communicate value to a prospect that you can’t get through to or will not meet unless you submit pricing?
Hi Tom, I get that question all the time. The key is to be firm about not leading with price. If you insist on learning their specifics, often the prospect will acquiesce.
Marc, I enjoyed your 5 points and feel they would really serve sales people and sales managers well to enlist training training training in their classrooms to help develop a more comfortable, confident approach to one’s demeanor in the field to handle these points.
If I may a few other thoughts…
Let’s see if we have some common ground:)
1. A potential client is going to make a decision,right…
You have to let that client tell you what’s going to make them decide on you.Listening and letting them know through your actions speak volumes.
2.The price / cost obstacle as you point out is much lower on a buyers list than one may imagine. I help may team daily with these simple thoughts.
a) Cost is ONLY an issue in the absence of value. Ex: I wouldn’t give you a dime for that,adversely a person drives on a BMW lot and over pays because of that perceived value.
b) Cost cuts both ways doesn’t it !!
How much will it cost you IF you don’t go forward with our solution. Spell this out to your client and price stays where it belongs,way down their list of importance.
c) The buyer is often put in a position to report back to a boss or team on their decision,this can create a fear or uneasiness from your buyer.
Make them exhale by showing a clear track record of providing proven results for their need.
This creates a genuine approach as opposed to trying to sell someone something,doesn’t it !!
Eliminate a buyers outside fears of making a bad decision and they decide on you !!!
Thanks & Take Care Marc
Rich Brady
RFB Enterprises
Good stuff Rich. I like it.
Hey Marc
You really simplified your five reasons why customers don’t buy. Even for an old dog like me, I sometimes
neglect to stress one of your very important reasons that I always need to do so they do buy! I am the
owner of a small home improvement and remodeling company in Cleveland, Ohio. I am proud of our
excellent reputation and I am personally involved in every aspect of the business except for the actual
installation of the jobs. I work with some excellent sub contractors for over 10 years. I have always been
involved in every sales appointments, follow up and customer satisfaction. Thank you for you excellent
very informative sales blog. It is amazing how much knowledge you are sharing at no cost. Your blog
is heads and tails above any other sales blog I read.
Mark Viny
Apollo Builders
Thanks so much Mark. Keep up the great work!
Spot on Marc. I have experienced failure when I seek appointment ( with prospects) citing the reason that I wish to understand their business. Adding value to the call/ appointment first, is the key in my opinion.
So true Eric. Just asking to learn about them will repel prospects. Need to show some value.