The top 4 Reasons Why Your Clients Aren’t Buying
I have a damning admission to make…
in the 29 years I have been in sales. I have blown A LOT of sales.
Mostly because I pretty much learned the hard way. by Trial and error.
I often joke that I have pretty much made almost every mistake that you can make in sales so I can teach the shorter list of things that actually DO work in sales.
Some have been through actually making a lot of the exact same mistakes that I now warn my clients about. Some have been through not reading the play but the majority have happened because of not following a process where I uncovered sufficient value with my potential client that they saw what I was selling as an opportunity.
Put simply, perceived value is crucial to a sale taking place and most other objections are often subsets of the main objection which is “I don’t see enough value in what you’re selling.”
There is a big list of other objections as well but they can all pretty much be summed up as subsets
of the lack of value that your client perceives prior to purchase.
Here are some of the others…
This is the big one. In fact, If someone tells you they have no money, in most (but not all) cases it’s usually because they don’t see (or you haven’t properly uncovered) enough value for them to see what you are offering as value – able enough to them.
In some cases they may literally not have the money. But here’s the thing, If someone DOES see the value in what you are selling they can become VERY resourceful when it comes to finding the money.
I remember a dishwasher repair guy telling me that he’d just picked up a washing machine from some woman that wanted to sell it just so she’d have some money to go out with. People will go to great lengths to find the money to spend on the things they REALLY value.
Really translates into – it’s not a big enough priority because I don’t see the value in comparison to what I am currently spending time on right now
People who cold call often get a lot of this. The majority of the market for most products are either not thinking about or not interested in what you are selling. And if you are cold calling and trying to sell a product over the phone you are most likely
going to get 95% of your calls tell you they are not interested.
But here’s the thing…If you uncover enough Value all these objections pretty much go away.
So what’s the best way to uncover Value?
Well a great way to start is to spend time uncovering the COST OF DOING NOTHING or the COST OF INACTION.
You can check this out in my STRIKE sales training video that you can watch right here
If you do this, you’ll be a long way along the line to really helping your client to weigh up the option of staying where they are versus investing in a solution.
Creating your core story
Another way is to sell a appointment that seeks to educate your client about how to achieve better outcomes as it related to using your product or service.
For example, I have a client who sells an online advertising platform for real estate agents. They have had limited success selling the actual advertising so now we have shifted the context of the initial call from selling advertising to inviting them to attend a presentation that educates them on how to advertise their properties more effectively and get a better return on their advertising spend.
These appointments are now way easier to get because we are offering something of value rather than just trying to sell a product straight off the bat.
We call this creating your “core story”. It’s a great way of creating value and authority and developing a solid foundation as a basis for developing an initial relationship with a new client.
If you’d like to learn more about how to create your own core story, simply complete the form below where you’ll be taken to my calendar and you can book in a time for us to chat.