3 Reasons Customers Won't Buy Your Product

Customers are sick of pushy sales processes.

And no, it isn’t because your product sucks.

It isn’t because they don’t want to fix their problems.

Sometimes it isn’t even because they don’t know that they have a problem. A lot of the time it’s about framing.

How are you framing your product when you approach these folks? 

Here are some obstacles standing between you and the sale 👇🏻

You’re asking them to buy instead of offering a solution

Don’t confuse “asking them to buy” with confirming whether it's time to get a name on the dotted line.

Sometimes, asking a prospect straight up if they’re ready to move forward is all it takes to seal the deal.

After all, the sale is made way before the literal close. But are you badgering prospects over the head screaming, “BUY BUY BUY”, or are you putting them on to a solution?

The latter means you would have done the groundwork: 

• Ensuring they have a problem you can fix. 

• Asking questions to discover new problems. 

• Framing your solution as the ideal choice…

Before you nudge them to get their name on the dotted line.

You’re Not Telling Them What’s Their ROI

Depending on the type of solution you’re selling, prospects will stand to win in several ways. Consider how their company works, how your product fits into the picture, and why they should be excited about this.

Does your product: 

• Save them a ton of time? 

• Simplify a complex process? 

• Directly affect their bottom line?

Heck, it might do all three. But you need to do the work to understand their company.

Then use that information to frame your narrative (or really good questions) to help them understand why this move makes so much sense.

You’re Not Showing Them the ‘Value’

Think of this part as a combination of the first two. You’ve heard it a million times – prospects want value.

If you lead with value, the sale falls in your lap. One surefire way to accomplish this is to break out a game-changing USP.

The best way to pull this off is to dig a little.

Find out what other options they’re considering, then use your knowledge of that competitor to zero in on what sets your product apart (no badmouthing).

Especially if your product is more expensive it’s super important that you make this distinction.

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