The Hidden Reasons People Don't Buy From You

Summary

In this video, the speaker addresses eight key reasons why people don't buy from you, focusing on common sales mistakes. These include a lack of self-belief, unclear communication, desperation for sales (commission breath), and failure to uncover value before discussing price. The speaker emphasizes the importance of presenting value clearly, engaging in a dialogue rather than a monologue, and understanding the psychology of the customer. By focusing on these principles, sales professionals can significantly improve their sales by shifting their approach and connecting better with their audience.

Takeaways

• 😀 If you don't believe in your product, your potential customers can sense it, and they will likely not buy.
• 😀 People don’t understand you because they filter your words through their own experiences. Be clear and define your terms.
• 😀 Commission breath, or desperation to make a sale, is noticeable and pushes customers away. Focus on serving, not selling.
• 😀 Not everyone needs what you’re selling. Understand the specific needs of each customer and tailor your approach.
• 😀 Perceived value is more important than the intrinsic value of your product. People are willing to pay more for perceived value.
• 😀 Always uncover the value of your product before revealing the price. If you mention price first, customers may reject it immediately.
• 😀 A monologue-style sales presentation doesn’t engage customers. Ask questions and involve them to increase their likelihood of buying.
• 😀 People need to see the cost of not buying your product or service. Make them aware of what they’re missing out on.
• 😀 Sales are more effective when you believe in your product and communicate your belief through both words and energy.
• 😀 Avoid jargon and buzzwords that could confuse potential customers. Speak their language to ensure they understand you.
• 😀 Focus on making yourself more visible to those who already want your product rather than trying to convince everyone to buy.

Q & A

Why do people fail to make sales according to the script?

People fail to make sales because they lack belief in themselves, their product, or both. If salespeople don’t believe in the value of what they’re selling, their energy will unconsciously convey doubt, making it harder to convince others.

What is the difference between a 'choice' and a 'decision' in sales?

A choice is simply picking an option, and it can be changed at any time. A decision, however, is a firm commitment where you cut off all other possibilities. Making a true decision is essential for success in sales.

How does communication impact sales success?

Communication plays a crucial role in sales. If you fail to communicate clearly, the potential buyer might misunderstand your message. It’s important to ensure that the audience understands what you’re saying, and this can be achieved by defining terms and avoiding industry jargon.

What is 'commission breath' and why does it hurt sales?

'Commission breath' refers to desperation in a salesperson’s attitude, which becomes apparent to the buyer. When salespeople are desperate for a sale, it makes customers uneasy and less likely to buy. A more effective approach is to focus on the value you provide rather than chasing after a sale.

What role does perceived value play in a sale?

Perceived value can often outweigh intrinsic value in sales. People are more likely to pay for something that seems valuable to their status or desires, even if the actual product itself doesn't justify the price. Salespeople should focus on increasing the perceived value of their products.

Why is it important to reveal the cost of a product after uncovering its value?

Revealing the cost before the value can cause potential buyers to reject the offer. If they haven't been shown the value of what they’re buying, they will likely perceive the price as too high. Always ensure the buyer understands the benefits before discussing the price.

What does it mean to 'lead and pace' a conversation in sales?

Leading and pacing means engaging the customer through questions and allowing them to participate in the conversation. Salespeople should ask questions, wait for answers, and make statements that invite the buyer to engage. This increases their involvement and likelihood to purchase.

How can a sales presentation be improved to increase sales?

A sales presentation should be interactive, not a monologue. By asking questions, getting responses, and involving the audience, salespeople can engage their prospects more effectively. This approach helps the audience feel more involved and makes them more likely to buy.

What is the importance of self-belief in a salesperson's success?

Self-belief is crucial because it influences how a salesperson presents themselves and their product. If a salesperson doesn't believe in their own abilities or the product, the potential buyer will pick up on that uncertainty and be less likely to buy.

How can salespeople avoid coming across as too pushy or 'salesy'?

To avoid being perceived as pushy, salespeople should focus on empowering the customer to make their own decision rather than pressuring them. This can be achieved by understanding the customer's needs and helping them see how the product is the solution, rather than just trying to make a sale.