Newsletter: 4 Reasons Clients Don’t Buy, Tools to Get to a “YES”, Free Training and More

Greetings!

In this issue, we’ll explore the 4 reasons clients don’t buy and how to anticipate and plan around this.

Plus, I’ve included the “20 Questions Your Clients Ask Before Saying “Yes” tool you can use to address these questions head on.

One of the biggest things that hold us back from inviting someone into an offer we have created is the fear that they will say “no.” I believe the real fear is rooted in not knowing what to say when someone isn’t ready to say “yes.”

You can plan around this by anticipating what your clients need to know in order to say “yes” to what you are offering and “YES!” to the results they really want.

It’s your moment,

4 Reasons Clients Don’t Buy (Even When It Is the Right Next Step for Them)

1. Clients don’t buy because they aren’t making the connection.

We need to connect, engage and establish personal meaning to take action.
We buy based on personal and meaningful connection.
We buy from people we like.
We buy based on relationship, stories and emotion.
We buy because we have a desire for something that is meaningful to us and your offer is directly connecting to this desire.

2. Clients don’t buy because they don’t believe, yet.

We need to believe in the credibility and expertise being shared to take action.
We buy because there is a gap between where we are and where we want to be and we believe a product or offer will bridge that gap.
We buy based on information and proof.
We buy based on the proof: the results, the data that back up the claim.
We buy based on a proven system, model or way of doing things that will predictably help us get a similar result.

3. Clients don’t buy because they aren’t clear on how your offer works and how it will deliver results for them.

We need to know exactly how this will work to create the results we want to take action.
We buy when we know exactly how it will help us go faster or get better results.
We buy when we are clear on the offers, options and best next step for us.
We buy when our questions are answered.
We buy when all the barriers are removed.

4. Clients don’t buy because they are not committed.

We need to move from interested to committed to take action.
We buy when we “make it our own”.
We buy when we can see ourselves already “owning” it.
We buy when our commitment to the change is greater than the work to create the change.

Books I Love

“To Sell is Human, The Surprising Truth About Moving Others”
by Daniel Pink

One idea you can apply:

Ask the 5 “Whys.” To sell, you need to solve a problem. When you want to figure out what kind of problem someone has, ask a “Why?” question. Then, in response to the answer, ask again. Repeat 5 times and you will get much closer to the real problem that your client needs solved.

“Identifying a problem as a way to move others takes two long standing skills and turns them upside down. First, in the past, the best salespeople were adept at accessing information. Today, they must be skilled at curating it … Second, in the past, the best salespeople were skilled at answering questions (in part because they had information their prospects lacked). Today, they must be good at asking questions …” —Daniel Pink

Introducing: The Over-Achiever’s Assignment

To create momentum,
YOU HAVE TO MOVE INTO ACTION

In each issue of our newsletter, we will share one simple thing you can do NOW to make a big leap.

HERE’S YOUR OVERACHIEVER’S ASSIGNMENT:

1. Register for the 30-Day Course-to-Cash Plan Training. In it, we will design a custom script to help your clients make the decision to move forward (when it is right).

2. Print the “20 Questions Your Clients Ask Before They Buy” Tool. Read through the 20 questions and the “What You Can Do to Answer the Questions…before they even ask” solutions section. If you’re on my email list, the tool is already in your inbox (try searching for “20 Questions Tool” to find it).

3. Choose one thing you will implement over the next week that will make a big difference in your ability to help your clients say “YES!”

Share with me in the comments below – what is the biggest question you want help answering from your clients?

I’ll be here in the comments this week answering your questions.