Six REAL Reasons Buyers Don’t Buy

While it is very easy to use the classic reason for prospects not buying from you – the price was too high – I don’t Buy It. Sorry for the pun it was just too easy. 🙂

Yet, my choice is correct – that price is not the only reason. And, it is used as the verbal reasoning told to you, since most buyers do not want any confrontation or conflict due to the real reasons.

Here are the REAL Six Reasons They Don’t Buy from You…

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Signals of a Transactional B2b Sales Person

One of the biggest signs of a problematic b2b sales performance is the challenge of unlearning the traditional or transactional sales tactics of the past. When b2b sales people start telling me how hard their job is today – and it is – I first want to empathize with them and then find the answer to their problem.

I agree with one “excuse” customers & prospects want to get the best deal – which to many means lowest price. To the superstars, it means they want the best value offer which is quite different from the lowest price concern.

Now as someone who has assisted many sales people and sales teams transform from Transactional Selling to a more Progressive B2B Selling, this has always been an issue for the sales executives. The Key was to fundamentally change or transform the mindsets of the sales teams.

An interesting observation from these experiences – it usually just took One Sales Person to accept the new mindset, change the way they sold and have success in the field. Amazingly, the majority of the team would sudden change their performance levels shortly afterwards. This proves the power of mindsets in the world of selling.

So, how do you know if you are a Transactional Sales Person today? Usually you are not happy with your results, while your gross sales may be the same – your margins are lower and you feel you get less respect from both the customer and the sales manager. So what is causing this issue?

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