Do you know why your customer’s don’t buy from you? The reason has nothing to do with the competitor down the street and has little to do with big brands with cool new products. The real reason may surprise you.
Ken Allred, CEO of Primary Intelligence, specializes in what’s called “win-loss analysis”—that is, they analyze why sales opportunities are won or lost. Every year, Primary Intelligence interviews thousands of buyers about their purchase decisions—the sum of which typically totals more than $2 billion. Primary Intelligence did a discovery session with the salespeople and asked why they think their prospects didn’t buy. Then they asked the customers.
Guess what happened? The two responses couldn’t be more different. The sellers claimed they lost the sale because the customer couldn’t afford the product. But the buyers said they didn’t buy because it would take too much effort to make a change.
One of the number one reasons your customers don’t buy from you has nothing to do with a competitor down the street and very little to do with big brands with cool new products.
This change in buyer behavior is a new one. But why? As a society we’re suffering from information overload. We’re busy and burnt-out. Time is the new currency—and we’re all broke. Admittedly, my own life is a series of 1,246 unread emails (including yours—I promise I’ll answer it soon), unclaimed insurance receipts, unpaid traffic tickets, missing pieces, and lost parts.
In this video blog, Shari reveals three methods to move your prospects away from the status quo –
Shari Levitin is a Sales Strategist, Writer, Keynote Speaker, Entrepreneur and founder of Levitin Group and Levitin Learning online sales training. Shari Levitin has an unwavering commitment to improving people’s lives through education, inspiration, and experiences.
