5 Ways You’re SCARING Away Buyers | Selling Made Simple

I hate to break it to you, but if your leads aren’t buying, the problem isn’t with them. It’s with you. In today’s video, we’re looking at 5 reasons your leads just won’t bite. And 5 things you can do to fix it. Now, one of the most important lessons you’re ever going to learn in this business is the value of self-sufficiency. Best-selling author Nina Purewal told me once…  “One of the big things in sales is you can't control how people are going to react to you. You can only control what you put out there.” SP #697 – Let That Sh*t Go And Reduce Your Sales Stress Nina Purewal You’re going to run into a lot of different people over the course of your career. Some of them will be a match. And some of them won’t. But for those that are and still aren’t buying, the problem is you. Agh, hurts doesn’t it? Well don’t worry—there are steps you can take to fix those problems. And that’s what we’re looking at today. 5 reasons people aren’t buying from you and 5 solutions. So let’s start with a big one… 1. They’re Only Halfway There Now, in B2B sales, a lot of the decision making depends on logic. Does this product meet our requirements? Is the price within our budget? Can we implement on our schedule? But if you’re only appealing to the logic side of things, you’re missing out on a super valuable opportunity. Because in reality, most sales actually start with emotion. The buyer makes an emotional commitment to buy first and then justifies with logic. Maybe that emotion is that they want to be respected by their colleagues. Or they’re looking for ways to catch the eye of the C-suite. No matter what they’re after, the emotion, the feel, comes first. And when you appeal to that emotional side, you’re setting yourself up for a win. But there’s more. If you’re only using logic in your pitches, it actually makes it easier for the buyer to dismiss taking action. “We’ll circle back to this next year once the economy settles down,” they’ll say. But if you can attach emotion to the purchase too, it’s like tying down a boat with two ropes instead of one. Once the storm comes, you’ll be less likely to lose it to sea. So be sure you’re hitting those emotional pain points too, not just the logical ones. 2. They’re Unqualified A hard truth of sales is that most of the leads you talk to just aren’t qualified. Sure, they’ll give you their time. Maybe they’ve even come through your funnel as an inbound lead so you think they’re a fit. But once you get several steps into the sales process, you’ll realize that every interaction up till now has been a huge waste of time. It’s frustrating, I know. But if you do a bit more work qualifying upfront, you can avoid that hassle altogether. Now, the Selling Made Simple Academy’s Sales Diagnosis Framework explores how to cover all your bases while qualifying leads. So if you’re interested, I’d suggest enrolling today. But as a quick overview, you need to be assessing leads for: * Pain. Are they in pain? Is their issue actually a problem? * Time. What’s their timeline? Are they thinking today? This quarter? Or in the next few years? * Fit. Are they a fit for what you’re selling? Can you really fix this buyer’s problem? * Return. Does the value of your solution outweigh the difficulties of implementing it? Will they see a reasonable return? * Process. Is your buyer willing to adapt to your process? Will they put in the time, say, training to get the most value out of your product? * Budget. Can they afford it? * Champion. Is there someone else that you should be talking to that will champion this deal? And last… * Agreement. Did they give you their verbal commitment to work together if you can solve their problem? Again,