The reasons people don’t buy

Why does someone drive to your retail showroom, call you, or hit your website and then not buy? There are buyer types and there are common reasons people don’t buy.

You could have one or a combination of the following: they’re not qualified; they can’t disclose information due to personal issues; they’re not decision makers; they’re not ready; they don’t have enough information; they’re just not prepared to buy; they’re on the wrong product; you don’t know what they need; timing is wrong. It’s your job to find out which type of buyer they are and the real why so you know how to handle them in your follow-up.

There are five types of buyers. Always know what type of buyer you are dealing with when following up. I don’t believe in personality types. I can operate like all 12 of the zodiac signs.

Likewise, I can be all five types of buyers. Any buyer can be any of these at any given time…