How to Close a Sale - 5 Reasons Why People Don't Buy...

Have you ever had this experience, you tried your very best to sell your products and services.?

You explain the whole thing. It makes perfect sense to the prospect but yet at the end they don’t buy. And you wonder, what’s going on? Why the hell don't they buy it?

Today we’re gonna talk about the five reasons why people don’t buy.

Reason 1 : Why people don’t buy from you is no need or low need.

So in spite of how great your product or service is, the prospect might not need it or they might not need it right now.

So what do you do?

Imagine that you’re going to the mall, and you know how you’re walking through the mall, walking to your store, the store that you want to go to. In the middle, maybe it is in between the booth someone talks to you hey try this thing free sample or try this cream on.?

They are interrupting you.

You have no need to buy there and you find it annoying. Well there you go, there is no need. You cannot convince someone if they don’t think that they need your product or they want your product or services.

There’s nothing you can do with these types of prospects, it’s better to cut your losses and save your time. You qualify them and then you disqualify them very quickly and then you move on. So that’s reason number one-no need.

Reason?2 : No urgency.

You see Delay kills the sale. When they say to you that oh yeah you know what, I’ll think about it, I’ll get back to you, send more information all of that stuff it’s lack of urgency.

They don’t see why they need to buy right now. You haven’t given them a reason why they need to do it right now. You see tomorrow never comes.

What you don’t close today. You will not close tomorrow.

Although they’ll be very nice to you and they’ll be very polite, and say yeah you know what, follow up with me three months from now, I’ll get back to you, no you’ll hear from me.?

And guess what happens, comment below. What happens when they say that?

You never hear from them again. Delay kills a sale. So what could you do? You need to demonstrate, you need to show them that hey why they need to do it right now.?

Maybe it is an exclusive offer, maybe it's a limited quantity, that we only have so many of these. If you don’t buy right now they run out, you will not be able to get them anymore.

Or it could be limited time. That hey this is only available within this period of time or this offer is only available within this period of time. You have to give people a little bit of push otherwise they don’t act.

Reason 3 : Why people don’t buy is No desire.

You see, people don’t buy what they need, they buy what they want. They want a car, they want a house, they want a new suit, they want their bed, they want a new pair of shoes, they want a vacation, they don’t necessarily need it.

You think about a lot of things in your life we don’t actually need. You don’t need that new computer. You don’t need that new table. You don’t need that video game. You want it, the desire.?

How do you create that desire? How do you create that insatiable desire that people want to buy what you have to offer??

Usually, you do that with an offer. An irresistible offer.

How can you make it so compelling? How can you make what you sell so interesting, and compelling and irresistible to your prospects?

That is a no-brainer and so hey, you know what, I want this. And you can create that desire or you can tap into the existing desires they already have, that’s already within them.

You see, human beings we only have so many desires. It’s not as complex as you think. In the future, I might make a video on that if you're interested, comment below and I’ll make a video for you.

So for now reason number three no desire. No desire no sale.?

Reason 4 : What people don’t buy. No money.?

This is probably the most common one. No money or they don’t have a budget or they don’t have the money right now available to buy what you want to offer to them.

Now this may or may not be the case, if you’re actually selling to people who’s got no money, my question to you is, why the hell are you selling to people who cannot in the first place afford what you offer.?

But let’s say they do have the money or they can find the money somehow. What this usually means is no value.

What they’re saying is yeah I can’t afford it.

Maybe they can’t afford it, but chances are, what they’re saying is I don’t see the value in this. I don’t see why this costs so much.??

Everyone in mentally thinks about this: they have this scale, value versus money, right?

Which one weighs more and when you have a lot of value and they compare okay for this amount of money, I can get this much value suddenly they have more desire, they’re more urgent that they want what you have to offer.

Reason 5 : Why people don’t buy from you because of No trust.?

They don’t believe you, they don’t trust you, they don’t trust your product and services, they don’t trust your company.?

So how do you handle this? You can do this in a number of ways.?

You can do that by giving them more social proof, by giving them some testimonials, where your other customers know what they have to say about your products and services, proof, social proof or you can tell them your history of the company.

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How long you have been around or proof or data or case study if you’re selling anything int the health and fitness niche, maybe show them some of those proofs.?

Show them what the scientists have to say. If they don’t trust you they cannot buy.?

It’s very very important but that’s one more point not that they don’t trust you, there’s one thing that very few entrepreneurs and closers understand.?

They don’t trust themselves. Yes they don’t trust themselves.?

They may trust your product, they trust your company but they don’t believe that it would work for them. They don’t believe that they would even use it. They know okay it’s gonna be a product I buy, I’m gonna put that on the shelf, I’m not gonna use it, It’s gonna be a waste of money.

How is this time going to be different??

You have to address that. So not just trusting in you and your company and your brand are trusting in themselves. And most people believe or not they do not trust themselves because their track record is not good.?

So let’s say you’re selling a weight loss solution.

Oh here’s another one they know I’ve been on 10 different diets and try 20 other weight loss solutions. Oh my god this time it is gonna fail. How do I know it’s gonna work.?

Even if they trust you, you have testimonials, you have proof you have all these things, but they don’t trust themselves, well you know I’m not gonna do this. I know I’ve already looked at my track record and all these things I’ve already failed,

How is this gonna be different? So when you’re marketing your brand in your message you need to address that.

?I want you to look at these reasons why people don’t buy. No need no sale, no urgency no sale, no desire no sale, no money no sale and no trust and no sale. I want you to look at the way that you close. The way that you’re doing your marketing.?

How can you create trust in the marketplace? How can you make sure that you communicate and articulate your value, so people can see that you know what? It is totally worth it to buy what you have to offer.?

How can you communicate? How can you create an irresistible offer so people desire what you’re selling? How can you create that sense of urgency so they buy right now not tomorrow?

And how can you solve the problems that they have?

How can you give solutions that they need??

That’s how you handle these objections. So five reasons why people don’t buy.?

Think about that.

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