Published on November 7, 2013
Six Reasons Why Customers Say “No” Visit us at www.aayuja.com *Via The Motivation Doctor Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Meet Goals, Beat Competition, Exceed Expectations AAyuja © 2013
1 No Trust The most important and common reason is that potential customers don’t trust you as they have not yet built a relationship with you. This one is hard to determine as very rarely will any customer say they don’t trust you or they don’t like you. The most important reason is that – they may not like you! Make the customer like you by giving them their space, be friendly, be trustworthy, use their name often and be a outstanding listener.
2 No proper Communication Communication is a key component in sales. There are times when customers don’t understand what you’re talking about. Too many technical terms and jargons may make a customer annoyed and leads to no sales. Maybe you haven’t spoken clearly enough, or you’ve used too many technical terms and jargon. This can make you sound like a real ‘smarty pants’ Make the communication simpler and supple so that customer can understand. Ask questions to deduce if they have understood or not.
3 Poor Listening Distractions can cause loss of sales. Sometimes customers get distracted for varied reasons. They might be tired and uncomfortable or just looking for a break. To know the level of listening you can always ask the customer are they comfortable, do they need a demo once again? Surprise them with friendly gestures to make them feel comfortable.
4 Not the right Target You might target the wrong person in the organization. For effective sales it’s important to target the key decision makers in the organization. A lack of confidence in any element of the sales operation can be a source of lost sales — something most businesses can’t afford at the moment. You want to make sure that you’re talking to right person? Ask the question – ‘Is it you who will make the final decision, or do you suggest I speak with someone else? AAyuja Internal and Confidential © 2012
5 Resistance to Change Potential buyers say no because they are reluctant to change, they want to live in their shell and don’t want to be disturbed. Overcome the customers reluctance by being one among them, customers want to buy from the people like themselves. Appeal to the customer’s emotions; keep telling them how they’ll feel when using whatever it is you’re selling. How good they will look, or how others will feel about them. Feel customers emotions, they like to buy from people who understand their emotional needs and offer services accordingly. AAyuja Internal and Confidential © 2012
6 No Money Some customers may genuinely not need the product or service offered , or may not have the budget to purchase the same. In such a scenario ask them would they have budget in the next quarter or something similar. Build a relationship for the future so that when they do have a need or the budget, you are there to close the deal. AAyuja Internal and Confidential © 2012
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