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Top 7 No’s that Derail the Sales Process
Written by: Leanne Hoagland-SmithArticle Overview: Buying is the ultimate goal of the sales process, but it comes with a lot of Nos. Understanding the why of the nos and overcoming them will increase sales to your business.
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Top 7 No’s that Derail the Sales Process
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.
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Business Building Check List Leadership Audit For Business |
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read
- I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be;
1. Main Message (or Point)
2. Example
3. Next steps to put it into Action
take away the extra "blabber" and you've got viewers that will come back.
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