If you own any type of business, home based or not, you are a SALES PERSON. You can deny that if you want to, but it’s the truth. And if you want your business to grow and succeed, so you can have the time and money that you desire, you need to learn how to sell! Not only do you need to know how to sell your products and services, but you also need to know how to sell yourself!
It’s a proven fact: most home businesses fail. Heck, most traditional businesses fail, too. And the # 1 reason this happens is because the business owner does not know how to make sales and generate revenue. I’ve never heard of one business failing because it made too many sales, but I've seen countless businesses fail because they could not make the cash register ring.
For the purpose of this article, I want to share my top four common reasons why people won’t buy from you and I also want to give you some helpful insights about what you can do to be a better salesperson.
# 4 They don’t like you
Let’s face it, people like to buy from people they know, like and trust. Even if you product is great, if people don’t like you, they won’t buy from you. That means that you need to be likeable. Put a smile on your face, dress professionally, improve your attitude, freshen your breath and be NICE to people. This one thing alone (being likeable) can have a huge positive impact in your career and business. Of course, you’ll never get everyone to like you, but you can always improve in this area.
# 3 Your product or service doesn’t provide them value
Promoting a low quality, overpriced product is a sure recipe for failure. With most direct sales companies the products are just too expensive and they don’t deliver a real value to consumers at the suggested retail price. When your product is similar to something you can find at Wal-mart, but it cost ten times as much, be prepared to eat a big lunch. Make sure you find products and services that are great quality and priced right.
# 2 You don’t ask for the sale
Another big reason why people won’t buy from you is because you don’t ask for the sale. Even if you have a great product and do a great presentation, you still have to ASK for the sale. You can’t just expect your prospect to make a decision. That rarely happens. You have to LEAD them to the decision you want them to make. Assume the sale is made and start writing up the order. Don’t just give a presentation and wait for the other person to decide. If you do that you'll be waiting a long time.
People don’t buy features. They buy benefits. If you only focus on the features of what your products and services can do, you will lose a lot of sales. Make sure that you focus on the benefits of your product, such as low cost, time saved, convenience, better quality, etc. Show the prospect how your product or service is the SOLUTION to their problem. Do that and you will make more sales.
In summary, these are my top four reasons why people won’t buy from you. If you want to succeed in your home business, you need to learn how to sell your products and sell yourself. I recommend you avoid the four common mistakes listed above and I suggest you invest some time and money to educate yourself on selling. Read books by Brian Tracy, Zig Ziglar and Tom Hopkins. Take a class on selling and learn how to be a professional. It will be money well spent.
What are your thoughts? What do you think are the common reasons that people won’t buy from someone? Leave a comment and let us know. I look forward to hearing from you.
About the Author: Charles Holmes is a Network Marketer, Blogger and Entrepreneur. He owns four successful websites, including one Small Business website, one military website and two direct sales websites. He lives in Florida with his wife, Rachel.