Business people do not buy for many reasons. Usually the resistance also called stalls and objections to buying something begins with the simple word of No. However, behind this no are numerous reasons. These No’s are not in a ranking order as individuals are unique as our their reasons for not buying.
No time - Time is a precious commodity. Many people simply lack the time to go out and make good buying decisions. Just think how many times you had to call your prospect before you even schedule your first meeting?
No relationship - People buy from people they know. If the relationship has not been established, then the hope for a sales strategy takes over. And we all now that hope is not the best sales strategy.
No budget - People in business just as in their own personal lives want a lot of stuff from products to services. However a business runs on a budget and sometimes the dollars are not available at that moment in time.
No desire - The old age goes No one wants to be sold, but everyone loves to buy. If there is no desire, then why would I want to buy anything?
No reason - People buy for a reason or a need. If there is no reason to buy services, there is potentially no sale unless the salesperson can find a reason.
No faith - Even with an established relationship, faith must be present within that relationship. We know many people and like the, but would we do business with all of them? I think not.
No Knowledge - Knowledge is critical to understanding the value of the product or service specific to the buyer. Also, the seller’s knowledge must be credible to ensure his or her expertise to the buyer.
There are probably several more Nos that could be added to this list. However from my experience as a business coach helping struggling businesses to increase sales, these are the main ones that I have heard.
If you wish to increase sales, then make sure you can overcome most of these Nos if not all of them. Even if there is no budget, are you sure and if so, if the client has enough value, then stay in contact with him or her. Do not let the Nos keep you from business success.
Top 7 No’s that Derail the Sales Process - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland Smith
Are you or your business where you want to be? Are you facing constant struggles in business or life in general? Would you like to "unlock" those obstacles keeping you from greater business or personal success? As your results partner, we can work together to unlock those desired results by achieving tomorrow's solutions today. Let’s use your strengths for real change through proven and affordable solutions where the real problems are identified. Are you seeking loyal customers, great attitudes, increased sales, improved profitability or just some sleep filled nights? Then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspec ialist.com/customer-loyalty.htm Give me a call 219.759.5601 for a free strategy session. I look forward to speaking with you. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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Leanne Hoagland-Smith
(Visit Leanne's Website)
Are you or your business where you want to
be? Are you facing constant struggles in
business or life in general? Would you
like to "unlock" those obstacles keeping
you from greater business or personal
success?
As your results partner, we can work
together to unlock those desired results
by achieving tomorrow's solutions today.
Let’s use your strengths for real change
through proven and affordable solutions
where the real problems are identified.
Are you seeking loyal customers, great
attitudes, increased sales, improved
profitability or just some sleep filled
nights? Then we should talk because my
clients have experienced exactly those
types of results.
Learn more about customer loyalty at http://www.processspec
ialist.com/customer-loyalty.htm
Give me a call 219.759.5601 for a free
strategy session. I look forward to
speaking with you.
P.S. If you are seeking a motivational
speaker, sales trainer or small business
expert that will leave your audience
smiling and remembering, please feel free
to contact me at 219.759.5601.
|
|
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