Imagine working hard with a potential client to understand his need, having spent time answering his questions. You feel you have done everything you could to make business with you and there is every reason to believe that your interlocutor is satisfied with the work you have done with him. Yet, the long-awaited signature does not arrive. You do follow-ups and raises, but your interlocutor no longer seems to consider doing business with you.
You have certainly experienced this situation more than once! Have you always been able to understand what may have caused the sale to derail? It is less certain.
We know that people “buy” the person before buying the products, services or even the business. Sometimes it is possible that a potential customer may say that he did not appreciate the style of the representative. At this point, it becomes easy to say, “The prospect does not like me, but why? “. In reality, what people put under the “Style” label is very variable, but it is not related to the personality of the representative, but rather to his position in his role.
Here are the 10 factors that make potential customers decide not to buy from you.
1. The value
The prospect did not give any significant value to the interactions he had with you, even if you gave him time. He regarded you more as a supplier or a seller than as a trusted advisor.
The resistance is almost systematic in the context of the sale . It may not be detected because it is passive or subtle, but you have to keep in mind that it is there. Even when it is detected, resistance is not always addressed, and it is one of the mistakes that most often loses sales.
The reasons a prospect resists can be multiple and you can not anticipate or assume them. You must allow your potential customers to formulate what causes their resistance.
As in many other circumstances, a prospect who meets you will probably have expectations that he alone knows but that he expects to see satisfied even without explicitly formulating it. If you are not aware of these prospect-specific expectations and do not ask questions about them, there is a high probability that it creates a gap between what the client expects from you and what that you are going to give it.
Generally, expectations of potential customers relate to the capabilities of your company, your product or service offerings, the initial meeting with you and the potential business relationship.
Nobody likes to be sold and people easily feel if a representative follows his own agenda instead of listening. Today, when a decision maker takes the time to meet with a representative, it is because he has reached the end of the part of the buying process that he can do alone. It therefore needs that its problems, constraints, objectives and possibly its fears be heard with interest and sincerity.
5. The relationship
For a prospect to consider doing business with you, you must develop a sufficiently strong relationship and relationship. This relationship is usually built through genuine sharing and exchange. When individuals share common values, then the relationship can be established by devoting the necessary time.
If the relationship is not established enough, the prospect will not want to go ahead with you. Conversely, this does not mean that if a prospect has an established relationship with a competition representative, you can not develop a strong relationship with him.
6. Being too accomodating
On the market, it is always necessary to find the right balance between being able to meet the needs of the customers and positioning oneself in order to gain respect. Too often, representatives place flexibility and the ability to accommodate prospects’ requests at the top of their priority list during sales meetings. However, if the prospect perceives you primarily as someone who wants to please him instead of bringing an expertise so he does not have, you lose points.