6 Reasons Your Customers Don't Buy From You

Banging your head against the wall is not only painful, it's also not a very good strategy to dealing with prospects who won't buy from you. What will work better is understanding why customers won't buy from you, so the next selling opportunity you have can have a better results.

Here are six reason's your customers don't buy from you, and solutions for dealing with these frustrating people:

1. They don't need or want your product/service.

Solution: Ignore them.

2. They don't like you.

Solution: Be more likeable. Smile. Be friendly. Have some charisma. Iron your shirt.

3. They don't have [enough] money for your product/service.

Solution: Find out what they're comfortable spending. This is not the same thing as asking their budget, because prospects will often tell you they don't have a budget, or they'll lie. Always difficult...often vital.

4. They don't believe your solution provides value relative to price.

Solution: Find a different solution, or raise the value from the prospect's perspective.

5. They won't accept your logistics proposition. [e.g., they need the product sooner than you can get it to them, or they don't want to drive to your warehouse to pick up the product, or they won't pay for shipping.]

Solution: Negotiate a solution with your prospect, explore alternatives, or raise value of your product/service in your prospect's thinking.

6. They won't make a decision.

Solution: Find out what it would take for the prospect to make a decision "yes" or "no" rather than falling on the default stance of "we can't decide." If the answer is no, you've got to get the prospect to tell you so.

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Skip Anderson is the founder of Selling to Consumers a sales training and consulting company whose clients are companies and individuals that sell to consumers (in-home selling, retail, financial/real estate, etc.) to maximize sales performance. Get the free Selling to Consumers sales tips newsletter.