3 Types of Non-Buyers - Sales Influence Podcast - SIP 526

12/30/24 • 9 min

Understanding Non-Buyers

🧠 Three types of non-buyers exist: unaware, aware but uninterested, and aware and interested but scared, each requiring a tailored sales approach.
💡 Categorizing clients into these three buckets allows salespeople to effectively address specific barriers holding customers back from making a purchase.

Tailoring Sales Strategies

🎯 For unaware non-buyers, salespeople should focus on making them aware of their problems and the negative impact of not addressing them.
💼 With aware but uninterested non-buyers, the key is to make them care about the consequences of not improving their situation.
🛠️ To convert aware and interested but scared non-buyers, salespeople must provide a clear blueprint or steps for change, addressing concerns about data integrity and sales process interruptions.

Understanding Non-Buyers

🧠 Three types of non-buyers exist: unaware, aware but uninterested, and aware and interested but scared, each requiring a tailored sales approach.
💡 Categorizing clients into these three buckets allows salespeople to effectively address specific barriers holding customers back from making a purchase.

Tailoring Sales Strategies

🎯 For unaware non-buyers, salespeople should focus on making them aware of their problems and the negative impact of not addressing them.
💼 With aware but uninterested non-buyers, the key is to make them care about the consequences of not improving their situation.
🛠️ To convert aware and interested but scared non-buyers, salespeople must provide a clear blueprint or steps for change, addressing concerns about data integrity and sales process interruptions.

Effective Communication Strategies

🎧 To avoid arguments and foster enlightening discussions, slow down the conversation by asking for context and definition of terms, which helps understand the other person's perspective and may reveal their lack of clarity.
🧠 When disagreeing, pause and listen, then ask yourself three key questions: what is the context, what is the definition of the term being discussed, and what experiences are shaping their viewpoint.

Understanding Perspectives

🌍 Personal experiences and mindsets significantly impact how people approach discussions, so it's crucial to recognize that different perspectives are rooted in unique experiences and beliefs.
🎯 When discussing complex topics like success, agree on a shared definition before proceeding, as people may have different understandings of the term.

Attitude and Behavior

🔄 Attitude controls behavior, which determines consequences, so maintain a positive attitude and focus on enlightening discussions rather than trying to win arguments.

Customer Empowerment

🔍 Provide options and agency instead of direct answers to give customers freedom to choose and a sense of control.

🤝 Frame questions as "A or B" choices rather than giving single answers to help customers feel less trapped.

Sales Technique

💡 Use "sales agency" approach by offering alternatives and options when asked for opinions.

🎯 Avoid telling customers what to do, instead present multiple possibilities for consideration.

Customer Psychology

🧠 Giving options helps customers feel more in control of their decisions and less pressured in the sales process.

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