A recent survey pinpointed 15 reasons why prospects said they decided not to buy from a specific salesperson.
They were:
- You’ve taken all the popular classes on how to “psych out” prospects, but you never really addressed my needs.
- You’ve learned how to look confident and composed, but you know very little about the problems I’m facing.
- You concentrate on trying to locate my “hot buttons” and then focus your attention on pushing them.
- Your thinking is sales-driven, not customer-driven.
- You’re always looking for good leads, but you can’t recognize one when you see it.
- You pushed until you could get in front of me, and then had little to offer.
- You thought that getting an appointment with me would mean a sale. It doesn’t.
- You did nothing to motivate me to talk with you.
- You didn’t offer anything that I couldn’t get elsewhere.
- You’re not interested in me or what I need to accomplish.
- You couldn’t give me one reason why you should replace my current supplier.
- I have the feeling that I won’t see you again after I place that first order.
- I can learn as much on the Internet as I can from you.
- You set the agenda, but it always reflects your priorities, not mine.
- You made no attempt to find out about my products or the needs of my customers.
Source: John Graham, a sales trainer based in Quincy, MA.
