It is totally agreed by experts in selling that four major obstacles to buying must be removed before a sale takes place. ( Assuming that the customer has the resources to pay for what you're selling. Obviously, if he doesn't have the money or ability to finance the purchase, there can be no sale.)
Below are the four obstacles to selling. They are called four no's of selling.
1. No trust.
The customer does not trust you or believe what you are telling him. This obstacle must be removed first and foremost simply because customers will buy and continue to buy only this whom they like and trust. He or she probably won't call you a liar but will ask something like " How can I be sure that this will do everything you Saudi will?" To overcome the no trust hurdle, first, practice the better than selling principle: Your basic purpose is to help people buy what is right for them and help them to get what they want. Second, reward with emphatic agreement. And third, let other satisfied customers speak for you. Furnish your prospective buyers with letters, names, addresses, and telephone numbers of satisfied customers who have used or are using what you have to offer.
2. No need.
The reason people don't buy is that they don't want or need what you have to offer. There is no point in selling footwear in a city of lames. Pushing your products and services on people who have no use for them is a waste of your time and will likely come back to haunt you. Spent your time seeking out and helping those who can actually benefit from what you're offering. If customers really have no need or if it's just a put-off, ask probing questions to find out what the situation is now and what they would like it to be. If what they want is different from they have, and you can help them, show them how. When you demonstrate how your products or services will get them what they want, you build value in the customer's minds.
3. No help.
The third obstacle to selling and buying is that the customer is already using one of your competitor's products or services and doesn't believe that you can help him. This is where an intimate working knowledge of your competitor's strengths and weaknesses (as well as your own) can make a sale. Never knock a competitor. Instead, build value by pointing out the special benefits of buying what you have to offer.
4. No hurry
When you encounter the "no hurry" obstacle, what you hear is '' I want to think over". The customer likes what you have to offer but not enough to buy today . And in many cases he really isn't going to think it over. He is going to forget about you and what you are selling unless you take appropriate action to remove the no hurry obstacle. If people really want to think it over before buying, it is because they are afraid of making a buying decision that they will later regret.
Keep this four no's of selling and buying in mind and apply the solving methods in the content is whenever you may encounter these hurdles.
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