The next time one of your salespeople tells you he or she doesn’t know why a prospect won’t buy, share this info with him or her. It might be a good idea to reproduce this list and pass it out at your next sales meeting.

1. You think I’m not “serious,” or am just another “tire kicker.” Well, I am serious, and I am going to buy — but not from you.
2. You’re sales-driven, not customer-driven.
3. You pushed until you could get in front of me.
4. You thought that getting in front of me was important. It isn’t.
5. You’ve done nothing to motivate me to talk to you.
6. I have no reason to want to spend time with you.
7. You offer nothing that I can’t get elsewhere.
8. You’re not really interested in me or what I want to accomplish.
9. You didn’t see me as a customer, someone who will be doing business with you over the next 10 years.
10. You didn’t think about what you could do for me.
11. You saw me strictly as a buyer, someone to sign the order.
12. You’ll move on as soon as you make the sale.
13. You only want to get the order and go on your way.
14. If I wanted your approach, I would pick up a catalog and call a toll-free number.
15. I won’t hear from you until you want to make another sale.
16. You’re good at agenda setting. But it is always your agenda, not mine.
17. The particular product or service you happen to be touting at the moment is only useful as a means of getting an order out of me.
18. You let me down because you weren’t interested in understanding my situation.
19. Your talent is figuring out what I will buy.
20. You have taken all the popular classes on how to “psych out” prospects.
21. You concentrate on trying to locate my “hot buttons” and then focus your attention on pushing them.
22. You think sales-driven is where it’s at. It isn’t. You’re out of sync and don’t know it.
23. You’re always looking for good leads but you can’t recognize one when you see it.
24. A good lead is someone who wants to buy from you.
25. Good leads are cultivated by spending time understanding customers, communicating your capabilities and continuously educating them as to the benefits of doing business with you and your company.

Bottom line: Be customer-driven if you want me to buy from you.

Tags: customer-driven, list, reasons, won't buy from you