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.
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💼 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.