The Obstacles That Keep You From Closing The Sale

Succeeding in business is about closing the sale, or about persuading clients to do what you want them to do. Sometimes, though, even when mistakes aren’t made and all your efforts are carefully thought through, it just doesn’t seem like anyone will buy from you. Whether it's low sales or high demands for higher prices, there are certain hurdles that success can present that may make getting this close a seemingly impossible task. Well then, don't worry - that's where this article comes in! In this piece of content I have included some useful advice and concise insights on how to overcome obstacles as they arise and achieve your sales goals with ease.

The Obstacles to Closing the Sale are:

1. Price is too high

There are quite a few different important factors that may lead to the price being too high. One of these is that you don’t clearly understand the value of what it is you’re offering. The message being communicated is that your product or service isn’t worth what you are asking - and this is something that needs to be fixed at once! If a customer can see how your product or service will make them money, they will be willing to pay whatever price you ask.

One of the most important factors to consider when pricing a product or service is their utility - how useful they are. This is because, depending on whether your own customers are buying you out or not, the only thing that really matters is whether you can create a price for them that will be worth the price of your product or service.

2. Nothing to differentiate your product or service

Other than understanding the utility of your own products and services, it’s also important to understand the utility of your competitors' offerings. If you’re selling a product or service that is similar or even identical to someone else's, then you are going to need to consider how you are different from them, what it is about their offering that may make yours better than theirs. You need to be able to clearly communicate this and be able to sell yourself as well as your product through a series of value propositions. In addition to this, it can also be helpful to use the same features or benefits your competitor is making you out to have and create a unique angle from them.

3. Money doesn’t actually mean anything to the client

There may be cases in which the client doesn’t really understand how your product or service works and therefore can’t actually see how they will make any money by using it.

Does the client fail to see how your product or service can make them any extra cash? If so then you need to find ways of making this clear, perhaps by taking some time out of your day and explaining just how valuable what you are offering is.

4. Poor quality or service

In some cases, a client will have a perfectly good understanding of your product or service, but they just don’t like the quality of what it is you’re providing. Although this is something that can be worked on, sometimes maintaining good quality comes at the expense of being able to maintain a low price. You need to find the right balance between these two things and without being too expensive to manage. This can be achieved if you focus on the value of what you’re offering, how it can benefit your customers and how it can make them money.

5. Your competitors are too cheap for what you are offering.

It’s very important to understand just how much your competitors will be charging for their own products or services, and then work out whether or not that is in line with the value of what you’re offering. If it isn’t then you may need to reconsider the way in which you price your product or service, perhaps making adjustments to make sure that the price is competitive enough.

6. Your customer isn’t ready to buy.

Your customer may not be ready to buy right now because they don’t yet have enough money, or they aren’t at the right stage in their business cycle, or they are not ready to make a purchase even if they can afford it. Whatever the case may be, you need to keep trying and reminding them of how useful your product is. To do this you can use a lead nurturing system that keeps you in touch with your prospects without being too pushy.

7. You aren’t thinking creatively enough.

Even though price is always important, sometimes a creative approach can help you to get the sale – and this can be a very useful way of getting potential clients to find value in what you are offering. Use creative techniques such as video, audio and visuals to highlight what you offer and remind your client of how good your product or service is.

8. You don’t have any ongoing relationship with your client.

In many cases, you will know that what your client needs is something they don’t yet have, but this doesn’t mean that it is the right time to sell. For example, if you are a plumber and you know for sure that your customer doesn’t have a leaky tap at home then you are well within your rights to say no - because they don't currently have a leaking tap. The same applies to consulting services or even temporary services such as cleaning and gardening in some cases.

9. You haven’t thought about how people use your product/service.

It’s not enough to just sell your product or service - you need to also think about how people will use it! For example, if you are selling a washing machine to someone who lives in an apartment, then you will need to think about the space and how tall the person is so that you can be absolutely sure that they will be able to use the appliance. If there is no way they could fit it into their kitchen or bathroom, then there is nothing more for you to do here.

10. Your product or service doesn’t meet the client’s needs.

Conclusion

So to sum up, it’s important that you know just how well your product or service will be used in the mind of your customer and what price they are willing to spend on it. If they can’t see how it will work for them then you need to make a change, whether this means adjusting the features, benefits or even the cost. This is something that is easy to do if you have plenty of experience in selling this type of product - for example if you run a car sales business.

If you are not experienced in selling products and services like these then it may be better for you to take some courses so that you can learn more about pricing.