Why does a buyer resist the sales closing efforts of the salesperson? This presentation discusses multiple reasons for this behaviour of customers.

1. Sales Closing
Challenges
Why Buyer resists Sales Closings?

2. Why Buyer
resists Sales
Closings?
Unable to Trust Salesperson/Brand
Unable to clarify Pain/Risk/Need
No Urgency.
No clarity on Budgets
Seller doesn’t understand Buyer’s Cycle.
Still has valid reasons to not buy now
Discomfort to be the first one to buy

3. Unable to Trust
Salesperson
• Me Too
• Poor Listener
• Unable to take risks
• Don’t pitch. Build Conversation.
• Dig into buyer’s challenges
• Establish a budget
• Doesn’t Know Buyer’s Process
Seller’s Brand
• Poor Recall (Obscurity)
• Bad Recall (Market Reputation)
• Incoherent Policies
• Exhibits no empathy
• Vendor Vs. Strategic Partner
• Does not offer any value bomb
• People factor

4. Unable to co-create
Pain or Risk or Need
with Seller.
“No Risk” or “No Pain” or “No Need will give you
“No Sale”!

5. Lack of Urgency to Buy

6. Budgets not
clear
The Myth of Price!

7. Seller
doesn’t
understand
Buyer’s
Buying Cycle

8. Buyer still
has excuses
not to buy!

9. Discomfort to buy.
I do not want to be the first one to buy. Buyers love to do shopping with friends.

10. Prepare a Sale closing
Technique to handle each of
these challenges in Sales
Closings.
Understand each challenge well and prepare yourself with a
Sales Closing Technique.

11. Thank you!