People who need to purchase something are often unmotivated to do so because they are:
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Unaware that they really need what you have to sell |
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Suspicious |
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Resistant to change |
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Reluctant to spend money |
You can motivate them to buy by using your sales skills effectively to:
1. Help them identify, verify, and prioritize their needs,
2. Create an open, trusting, problem-solving environment,
3. Show them how your solutions can meet their needs,
4. Show them why your solutions are cost-effective.
We've all been in a selling situation, certainly as a buyer if not as a seller. As a prospective buyer of clothing, a car, or records you have probably had to deal with a sales rep. You may have worked as a clerk in a store, or you may have sold lemonade as a child. We are always being presented with opportunities to buy or sell. Sometimes the final decision is to buy, sometimes it's not. Why?
The following chart shows why people do and do not buy. Notice how basic the reasons are. Sometimes the difference between a close and a "maybe later" is very simple!
Why
People Buy Why
People Do Not Buy Trusted the
salesperson Didn't trust the
sales person Felt the
salesperson listened Felt the
salesperson didn't really care about me The sales rep
presented himself/herself professionally The sales rep
seemed sloppy Like the way the
rep spoke The rep seemed
uneducated Showed me the
benefits of what he was selling Didn't seem to know
what he was talking about Answered my
questions Didn't have any
answers to my questions or concerns Took time to
explain Was
impatient Seemed
natural Seemed to be
reading from a script Friendly Unfriendly Knowledgeable Didn't make
sense Enthusiastic Seemed tired and
bored.
