Reasons for not buying
It is equally important to understand the reasons why a customer does not buy.
In doing so, you can identify and address the underlying issues that may be
affecting your sales.
Some typical reasons why customers don't buy could be:
They do not know what they need or want They have a competitive brand
name product or service in
mind that you do not offer.
They do not know enough about your
product or service to make an
informed decision.They have a poor impression of you,
your staff, your company, your
product, or even your premises.
They do not understand or they are
misinformed about your product or
service.Your product or service does not
appeal to them and you are not
able to present acceptable
alternatives.
They are concerned about price, value,
or payment terms rather than
about the product or service.Friends or peers have expressed their
dissatisfaction with your product
or service.
This can be a 'hidden objection' and
be difficult to address if not
brought out by good questioning
techniques.
They already have a product or service of
a competitor in mind that is similar
but not the same.They may have a valid reason not
to buy. They may really have no
need or may not be in a position
to buy at that time.By understanding the reasons why a customer does not buy, the salesperson is
better able to ask the right questions to discover what will motivate that
customer to buy in the future.