Sales & Marketing Authority, Bestselling Author & Business Motivational Speaker

As a salesperson, it’s important to understand why people don’t or won’t buy your product or service. This isn’t a complicated process, really, because there are only a handful of reasons why someone won’t make a purchase from you.

They don’t trust you.

The average buyer has been burnt by a company or product at least once or twice. If they fear you’ll take advantage of them or that your product may not be as good as you claim they may walk away even though they really want what you’re selling. Make sure you use testimonials in your sales pitch and offer a great money back guarantee. These things make buyers feel more comfortable.

They have no incentive to act.

Someone may be interested in what you have to offer but not really have any incentive to take immediate action. There’s simply no hurry and they will eventually get caught up in everyday life and forget about you. Put a timelimit on your discount or deal. These timelimits often inspire people to take immediate action because they don’t want to lose out on saving money.

They don’t have any money.

Some people really don’t have money, but the majority of people have money but also have plans to spend it on something else. Your job is to make your product so appealing they’ll want to buy your first. Make sure they know exactly how it will change their lives, eliminate their problems, or simplify their processes. Move your product to the top of their shopping lists.

They don’t need your product.

There’s a huge difference between “want” and “need.” Only the most frugal shopper is firm about purchasing things he “needs” and never buys things he “wants.” When someone says they don’t need what they have to offer you should immediately wonder if that’s true, or if he simply doesn’t want it. What can you do to make him want what you have?

Being successful in sales is about overcoming objections. Find a way to work around these and you’ll be well on your way to fulfilling your sales quota!

Sean

Sean McPheat

Marketing Consultant - Internet Marketing Consultant - Sales Expert