6 Reasons Why Prospects Are Not Buying from You & How to Fix That

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6 Reasons Why Prospects Are Not Buying from You
How to Fix That!
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• The science affirms that there is a gaping
  disconnect between how people sell and how humans
  make buying decisions. And to make matters worse,
  the way most salespeople are taught to sell is
  grounded in selling, not buying. To sell the way
  our brains make buying decisions, there are
  specific questions that represent the mental
  steps all potential customers go through when
  making a purchase decision.(BBGV1062021)The root
  of all objections is found in one of the
  Whys1. Why Change?People acts the same way
  unless there is some good reason to change. This
  is what makes the status quo so alluring people
  have a natural aversion to change. The brain is
  wired to associate a high level of risk with
  accepting a new idea or purchasing a product or
  service. Ultimately, if you dont give buyers a
  reason to change, they wont. The most compelling
  ways to incite change is to find problems by
  challenging the status quo with insights that
  compel your buyers to think about how they can
  improve themselves or their business.2. Why
  Now?Once your buyer has committed to change,
  you need to help them understand why change must
  occur now. Why? The more time it takes to get a
  buying decision, the lower the probability the
  sale will happen. While you dont want to become
  an overbearing hustler, you need to help your
  customer realize that embracing change now rather
  than later is in their best interest.

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• 3. Why Your Industry Solution?To be successful
  in answering this question you may need to
  rethink your definition of a competitor. You need
  to make sure your potential customer understands
  the positive results your solution delivers that
  those outside of your industry cannot match. What
  are some of the problems that potential customers
  have experienced when they have chosen a solution
  outside of your industry?4. Why You and Your
  Company?Numerous studies have revealed that the
  best way to reduce a buyers perception of risk
  is through trust. Think of trust and risk as
  opposite ends of a seesaw. When trust goes up,
  the perception of risk goes down. The best way to
  increase trust is to position yourself as an
  expert and share meaningful insights.5. Why
  Your Product or Service?There are two types of
  primary advantage 1) cost, and 2)
  differentiation.The offering a concept of
  distinct value is most effective. Distinct value
  is a unique value that a buyer desires and will
  receive from your company, product or service.
  But theres a catch your distinct value must
  matter to your buyer. It changes from buyer to
  buyer and most distinct value that salespeople
  offer is irrelevant to buyers. Your distinct
  value also needs to be unique.

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• 6. Why Spend the Money?When you are asking
  buyers to purchase something from you, you are
  also asking them not to do something else. The
  most effective way to answer this question is to
  appeal to their dominant buying motives, which
  are the emotional reasons buyers will buy.
  Dominant buying motives are highly influential on
  purchasing decisions and are comprised of two
  scientifically validated triggers of human
  behaviour 1) the desire for gain, and 2) the
  fear of loss.Do you need help? Do you want to
  increase your Prospect buyers?Contact Us
• Address Unit No. 450, Mastermind-1 Premises,
  Royal Palms, Goregaon (E.), Mumbai 400065
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