This five reasons customers will not buy:
- NO MONEY
- NO TIME
- NO NEED
- NO URGENCY
- NO TRUST
When you’re talking to a customer, here is model I want to have in your head. They’re will resistant to buying your product. When you’re first talking and make your customer resistance, so your peoduct don’t want to be sold. As a salesperson your job is to lower the resistance over TIME but a presentation TIME is over TIME and somewhere there’s this magical line where you cross over the goal of a buy. You’ve convinced me now’s the TIME to buy.
Now let’s look at the FIVE REASONS people don’t buy.
NO MONEY, there’s a small percentage of people who don’t have the MONEY to buy, but believe it they’re a small percentage. The majority people have the MONEY and are willing to spend the MONEY. If you can show them the value of what you’re offering, so MONEY isn’t really an excuse. There really isn’t.
Some people say they don’t have any TIME, well guess what that is not entirely true. Because if I can show you how to save MONEY you will make the TIME to save that MONEY. If I can show you how to make more MONEY you will take TIME to learn how to make more MONEY, so you know TIME is not really an issue. If you can prove the value so if MONEY is not the issue, TIME is not the issue maybe it’s NEED.
Some people know they NEED something, while some people don’t. There’s something called a trigger effect, trigger meant something happens that you realize you NEED to do something. So maybe the customer has a NEED that’s one person, but the most people who don’t know they NEED something. So our job is to make them aware that they needed. We first have to ask ourselves, does the client know that they NEED this product. Some clients will say NO, some will say YES. If they say YES, great! If they say NO, then our job to demonstrate and tell them the exact reason why they NEED our product. Now, here’s the kicker, just because they NEED it doesn’t mean no buy it.
What we have to move to the next phase, which now we know that they NEED now, so make sure that the customer know that they needed. Is it URGENT. We’ve all been in this situation you know I NEED that, but do I really NEED to get it now? In other words is it really that URGENT.
So, if it’s not about the MONEY, it’s not about the TIME, they know they NEED the product. Our job now is to really to create a sense of URGENCY why they should do WHAT and WHEN. Now, so what we have to do is show them (depending on your product or service) why they NEED to take action now. In other words if they don’t take action now, they’re going to lose MONEY. If they don’t take action now they’re not going to make as much MONEY, if they don’t take action now they gonna miss out on a great opportunity.
You have to learn to position in such a way that the customer feels a sense of URGENCY. For example it’s just like selling the game and selling the pain. You can sell the game which is the features and benefits. Was always good also to sell the pain of not making the decision. Last but not least you got them to acknowledge that they need, you moved over to a sense of URGENCY. Make your customers think like this; I know I needed, it urgent, I have to take action!!
The last part is TRUST. Inside customer mind will said; “Do I TRUST you and the product or service you’re offering to solve my problem, that can really help me or can’t really help me”. So last part is all about TRUST. So keep this in mind before you’re talking to a customer, ask yourself. Is it MONEY, TIME, NEED, URGENCY or TRUST.
So if they don’t buy ,I want you to come start analyzing why they’re not buying. Is it really about the MONEY? Is it really about the TIME? maybe I didn’t create the NEED first, or maybe even if I did create the NEED, maybe my story isn’t compelling enough to create that sense of URGENCY. Maybe you did create the NEED, you show them and it was urgent. But you know what they didn’t TRUST you, so then you have to ask yourself, how do I develop more credibility. How do I gain their TRUST? Looking up these five pieces of your sales presentation, you begin to get a better idea of how to position your product and how to find the reason of not buying it.
If you do it effectively you will know how to reduce their resistance by showing them that they needed, showing them that it’s urgent and that you’re trustworthy. You will hit that famous by level. Happy Selling!!