Why people DON’T buy from you
In the world of sales with ample competition, the chances are your skill-set, product and services are available from a number of supplier sources. Buyers have choice! They look for options before they decide to buy! If you are talking to a prospect, it’s a given, that they are interested on some level, otherwise you wouldn’t be having the conversation! It’s what you do with this interaction that will determine whether people will buy from you are not.
Whether you are selling yourself in a job interview or selling a product and service, when you land that new sales job, here are 5 reasons on why people don’t buy (from) you.
Why people don’t buy (from) you:
1. Attitude is Altitude and Yours is too Close to the Ground – Your attitude emanates in all ways from you – how you dress, speak about your products, yourself, the market, your competition, the economy. Get the right attitude into your mind and demonstrate a friendly, curious, balanced, optimistic approach to selling and your client. Let go of your expectations and do what you can to develop a positive mind-set; if it means some personal development work and getting some honest feedback from your colleagues or clients, go do it today!
2. Your Communication Skills are in Need of Shake-Up. Like a muscle – use it or lose it. A very common problem: your sensory awareness is low, you are oblivious to all the clues given to you by the client that their interest is low. You haven’t asked questions or don’t know how to unlock the clients buying strategy, or get to the key issues the client needs solved. You are so busy talking, you have no idea where you client is and so the relationship never gets built in the first place.
3. Your are Selling Rather than Helping Somebody to Buy. Nobody likes to be sold to, even when we know that’s the sales person’s job. Every buyer likes to feel they made the decision in their own time. It’s a natural human reaction to walk away from a pushy sales person. So swap shoes with your clients and see how you sound and feel receiving your sale pitch. Does it address the client’s needs or are you just talking up your product?
4. Poor Selling Skills or Lack of Understanding – Time and pressure to sell often mean we neglect a key ingredient in great selling: well-honed techniques and proper training. Maybe your training has been ad-hoc, you are winging it, hoping that your bag of sales techniques will land the sale, as you knock the square peg into the round hole. It may be time to go back and review how your selling is working or needs polishing up. Feedback from your sales figures and people are great ways to gauge your skills and how good your selling is.
5. Your Follow-Up Strategy is Poor or Non-existent. When you have made the sale, how often do you get repeat business or develop other business opportunities with your client? Even if you don’t get the sale, follow up and find out why. And be willing to eat humble pie! You will raise your game and avoid making the same mistakes again. The client will think more highly of your action and perhaps consider you for future business.
Talk to us about training or coaching your team