August 29, 2014 | Debbi A. Ballard | Comments 0
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Why Some Customers Don’t Buy

copyright, 2014, Debbi A. Ballard All rights reserved worldwide.

It’s always important for you to know why some customers don’t buy. Watch the brief video for the top reasons as explained by sales trainer Victor Antonio. In the video, he cites five points of resistance.

1) No Money While there are people who cannot afford your offering, there are others who can readily afford it but you may not have explained or demonstrated the value to them.

2) No Time Typically people will make the time to hear and consider your offer if you frame your opening statements properly. Also if what you are offering does take time for them to learn how to do, how to utilize, etc., then emphasizing the benefits often will cause the person realize that the time is worth it.

3) No Need There are questions in the prospect’s mind relating to whether or not the offering will fulfill a certain need (or want). Make sure you explain how well the product or service will fulfill his/her specific needs. You can only do this after you have spent some time questioning the prospect first to gain insights to those needs.

4) No Urgency Based on your findings of his/her needs, explain or demonstrate why it is important to act now in moving forward to fulfill those needs. Do not make false scarcity claims as promulgated by some online marketers. This is unethical. However you can honestly explain the possible impact of waiting versus receiving the offering immediately or as soon as possible.

5) No Trust This is the final point made in the video relating to whether or not you have established yourself as a trustworthy person in the eyes of your prospective customer. If you did a great job in your presentation pertaining to the other four points, but failed to gain the person’s trust, then your customer still might not buy.

In network marketing, many networkers concentrate on creating new customers via face-to-face selling. Those who sharpen their sales presentation skills have a tremendous advantage over those who don’t.

So after each sales presentation, make an evaluation of the presentation and the results. Once you’ve determined why some customers don’t buy due to certain weaknesses in your sales presentation, you can work to overcome those weaknesses. Then you can convert more prospects to customers. If you have a personal story you would like to share, just comment below on how you improved your conversions.

Debbi A. Ballard introduced the world’s first comprehensive marketing and management consulting services for start-ups and established multinational firms in the mlm network marketing industry. A consultant, speaker, author and expert witness, she is considered a trusted authority in that industry. She is also recognized for her innovation and leadership relating to the convergence issues that impact mlm and affiliate marketing.

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Filed Under: MLM ArticlesMLM Customer Relationship Management


About the Author: MLM Consultant, Expert Witness, Author, Blogger, Speaker and CEO of International Network Liaison Corporation...but more importantly, wife, mother, daughter, aunt, cousin and friend.

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