Exposed: They Just Won't Buy No Matter How Hard You Sell

You work hard and give your prospects good presentations. You also go the extra mile and put customers' interest first. Yet to your dismal you discover that no matter how hard you sell, they simply won't buy. Why?

The reason is people don't buy what you sell, no matter how good or special your goods and services are. People don't even buy the benefits of what you sell. People buy base on one and only reason: their reasons. Until you can satisfy any of the following reasons, they just don't buy. This is the biggest secret you're going to learn. The reasons that customers buy may not be the reasons that you sell. Know them, and you will be able to even Sell Ice to Eskimos (click here for details). The reasons customers buy include:

They buy from you because they need to diversify their supply base
You offer On-time delivery or just-in-time delivery
They buy to fulfil their needs (internal or external)
You sell Quality (need not be the best)
They need a financially strong and competent vendor
They like your service, especially the way you please them
Your company has easy-to-buy procedures and policies
You give them an ocasional ‘wow’ element
You have accurate and prompt invoicing and ease of payment
You have strong technical support and customer order support
They buy from you because you give them a feeling that they've cut a deal
They want a sense of security
They think you give them peace of mind
I could just go on and on. The point is: must there really be a reason? Can't we just give them a break: they just want to buy, okay?

By Andy Ng, Chief Trainer of over 14 Sales Programs in Singapore and Asia: Selling Ice to The Eskimos, Sales Power, Selling the Impossible, Sales Motivation, Sales Success System and Irresistible Selling courses. Click here to see all of them. Related articles on sales:

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