Why Buyers Don't Buy

Your buyers and mine want to buy. 

• Anything that might cause your contact think you are more interested in what you get than what your buyers get will cause your buyer not to buy from you. 

• When you don't show up as an expert and authority in their industry, your buyer is likely to search for another salesperson. 

• You didn't go to Linkedin to reasearch the contacts you are going to meet with, and you ask questions that you could have found on LinkedIn. 

• Not being prepared for the sales conversation, with insights, great questions that create value for the buyer, and your buyer will become your competitor's buyer. 

• You didn't do your professional research on the company, its competitors, its industry, and its initiatives.

• You spend most of your time talking about your own company, your clients, and your solutions, leaving your contact bored and ready to leave. 

• Your approach is so transactional that your buyer is not going to buy.

• Your competitor is a five-star salesperson who has spent their time building relationships and trust with your buyers. 

• You didn't acquire the contacts and their stakeholders, and they moved on knowing that they need consensus. 

• You don't focus on the client's strategic outcomes and what it means to them and their team.