People buy for their own reason and sometimes as much as you try, buying just doesn't happen because you want to. Understanding why customers won't buy will get you to sell faster because you can address the issues ahead of time. Also, these reasons will also help avoid wasting time because understanding will help you qualify your prospect better.
Because everyone is different and has their own case behind these reasons for the decision, you can't take their reason personally. People will make decisions based on what is best for them.
Here are the 8 reasons people won't buy.
1. No Collaboration. You didn’t sell everyone. No one really makes a decision on their own when it comes to their business. Unless it’s a company of one, the person making the decision will consult with all interested parties before making the decision. Make sure you know all the interested parties. There might be one person who doesn’t think your solution is good enough or maybe it is too good. Ask who this will impact and how you can make sure everyone knows how your solution will help them and not hurt them. It is possible people might see your great product and take it as a threat to their job. Believe it or not, some might feel threatened by your solution because they feel they might lose their job because of it. They will actually work against you from the inside to scuttle the sale. To avoid this, get all the people in the room. Make sure all decision-makers are there. Don’t think that not everyone will have a part in the decision-making process. Customer engagement is also critical to the buying process. “Who else needs to see this?” There is more than one decision-maker; it’s a collaboration.
2. No established next steps. What’s next? Part of the planning process is to have established the next action by you and by the customer to move the sale forward. These goals should be established before the meeting, but you will also need a contingency plan if Plan A doesn’t work.
3. Just Shopping. Or keeping their current vendor's honest-second opinion or justifying their purchase with your competitor. Also, they could be gaining insight into what things cost to see if it’s even worth pursuing. Tied to number seven.
4. They don’t trust you. Your prospect doesn’t believe that what you sell will work. Pie in the sky or too good to be true thoughts flood your prospect’s mind. Also, they may not believe your story and can’t relate to your product or to you. Manage the next step on how to show them it does work and how you can help them.
5. Committed to their routine. Their way works, and they don’t want to fix what isn’t broken. They can’t see your new vision and don’t think that change is for them. This is the way they have always done things, and the process of change seems to be complicated or time-consuming. The cost of disruption outweighs the cost benefits of the solution. Tied to number six.
6. Lack of info/data. You did not sell it. You didn’t convince them to make any changes. Your picture wasn’t compelling enough. Your solution didn’t provide enough reason to change their outcome, and they are fine where they are. You didn’t provide any success stories of how others have benefited from your product or services.
7. They Can’t. They want to buy but they don't have the money. Period. You can't get blood from a turnip, no matter how hard you try. Tied to number three.
8. They Won’t. Maybe they just can't work with you. Sometimes it doesn't matter how hard you try, you just can't make it connection. They are just not in to you. Tied to number four.
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