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Twelve Fears That Stall The Sale
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Keith Rosen
Keith Rosen is the preferred, experienced coach that top executives and sales professionals in many of the world’s leading companies call on. As a prominent, engaging speaker, coach and well-known author of many books and articles on selling, leadership, time management and achieving greater personal success, Keith is one of the foremost authorities on how to assist people achieve positive, measurable change in their attitude and in their behavior.
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Keith Rosen, MCC
The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospect’s fear or it will handle you.
1. Fear of making the wrong decision.
2. Fear that the product or service will not perform up to their expectations.
3. Fear of being ripped off. (No trust)
4. Fear of putting their money into something that will not benefit them. (Not getting the full value out of their investment.)
5. Fear of tying up their money in another project.
6. Fear of loss of savings in the bank or budget in case of emergencies.
7. Fear of the outcome or repercussions by (supervisor, partner, spouse, family).
8. Fear of making any type of decision.
9. Fear of not being accepted by their peers, if they make a poor purchasing decision. (Looking bad)
10. Fear of spending too much money.
11. Fear of losing out on a better deal elsewhere.
12. The fear of change.
Also see Twelve Questions that Precede a Purchase
smile
about 1 month ago
106 comments
I think #3 is what it's all about. Trust is a big issue with clients. Small businesses will ofter go over these questions a million times before they even call you. You have to get the client excited like you are about the product you sell, they you can win their trust. (Looks like we have a spelling inspector in here. ) Have a great day!
sjbwheaton
about 1 month ago
2 comments
#9 below ... piers should read "peers".
HarrietAlison
about 1 month ago
222 comments
Good list of fears and something to remember whfen talking with a propective client.. They probably do have some of these same fears and your ability to counter them will be most reasuring to the client.