We all want to know
how to get people to buy from us, right?
I mean, that's why you're watching this video, probably.
Salespeople always ask me
how can they get more people to say yes.
But what about those things that we're doing, or not doing,
that are causing people to actually not buy from us?
Understanding the reasons why clients don't buy from us,
in many ways is more important.
Because once we change those behaviors,
we lay the groundwork for closing more sales.
In this video I'm going to show you the seven reasons
that clients don't buy from you.
Check it out.
(clicking and whooshing logo sounds)
Number 1. The wrong people.
This point comes first, because it is so damn important.
And it is killing so many salespeople out there.
There is a natural attraction for many salespeople
to sell to the most obvious and willing prospect.
But the person that they can easily access,
the person that they can relate to,
isn't necessarily the person who has access to big budgets
and can really make a decision.
So make sure that you weed out those wrong people,
and only spend your time with the right people.
Number 2. Enthusiastic.
Imagine that you answer the phone
and someone on the other end says,
"Hey, Sarah! How are you doing today?!"
How would you feel?
Or imagine that you're in a buying situation
and you tell the salesperson what you're looking for,
and then ask if they can help.
Imagine that the salesperson responds with,
"Of course we can!
"We have the best solutions of anyone out there!"
How would you feel?
Well, most salespeople are actually doing this.
And it's turning prospects off immediately.
It's time to drop the enthusiasm
and instead act more like a doctor,
simply just trying to understand what's really going on,
understand what they're looking for.
Number 3. Pitching.
Have you ever caught yourself in a selling situation
doing most of the talking?
If so, then you are pitching.
And your prospect was probably tuning out.
Prospects hate the pitch.
Not only is it old school and sales-y,
but it's also boring and frustrating.
It's like a lecture in college or in high school.
Prospects instead want to be engaged in a dialogue,
not listen to your monologue.
Number 4. Don't get their challenges.
Most salespeople focus on why prospects need their offering,
when in a selling situation.
They're trying to persuade.
But prospects really don't care about your offering.
They don't care about all of the cool features and benefits
that you have to offer.
All they care about
is solving their most pressing challenges.
This is why, as salespeople,
we need to understand what's really going on
with our prospect.
We need to get to the key challenges that they're facing,
in order to show them how it will actually be solved.
Number 5. Not clear on upside value.
Have you ever had a prospect
where there seemed to be a strong relationship,
and they really had challenges that you could solve,
but you still didn't close the sale?
If a prospect ultimately does not buy from you
in this situation,
it's because they didn't see the value
in making that investment in your offering.
This is easily avoidable
by helping your prospect clarify the upside value
of working to solve those challenges.
So ask you prospect a question like this:
What would it mean to your company,
in additional revenue or profit,
if you were actually able to solve these challenges?
By getting a dollar figure,
you get the prospect to see the value,
through their own words, in your solution.
Number 6. No budget talk.
Salespeople get so uncomfortable about money
in selling situations.
And for most of us, it goes back
to that awkward experience as a kid,
when we asked our mom or dad how much they made,
and they told us that it was none of our business.
After that, money talk was pretty much off the table.
But in selling, you need to talk about money with prospects
before presenting the solution.
Without discussing money up front,
you have no idea if you're
even on the same page about money.
Get the budget before you present your solution.
Number 7. Where's the scheduled next step?
Ever been in a selling situation
where everything was going well,
and then the prospect asked you to try them back next week,
only to have them just kind of disappear?
This is a common death for so many sales.
And it's completely avoidable.
At the end of every prospect interaction,
be sure that you schedule a next step.
That means that you agree on a specific time and date,
and you send out a calendar invite for that next step.
Always have a scheduled next step.
So there are the seven reasons
that clients don't buy from you.
I wanna hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section
to get involved in the conversation.
And if you enjoyed this video,
then I have this awesome free e-book
on 25 Tips to Crush Your Sales Goal.
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Until next week.