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

Sales Influence - Why People Buy!

Understanding Non-Buyers

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

Tailoring Sales Strategies

1. 🎯 For unaware non-buyers, salespeople should focus on making them aware of their problems and the negative impact of not addressing them.

2. 💼 With aware but uninterested non-buyers, the key is to make them care about the consequences of not improving their situation.

3. 🛠️ 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.