Does Your Customer Have Buyer Fears?

By Monika D’Agostino (SalesGravy.com)

My belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process.


If you don’t overcome buyer fears, you won’t succeed

People buy from people and sometimes we don’t make numbers because there are deep underlying issues simmering. It’s hard to admit it, but we all have been afraid at times. Afraid to buy or afraid to sell. There is no shame in it. The sooner we understand the psychology of a process, the faster we will be able to face those feelings and to adjust our behavior. To borrow one of FDR’s most quoted statements that will forever hold true, ”There’s nothing to fear, but fear itself.”

I sit in on many sales meetings with and for my clients and the focus is usually on numbers, prospects to pursue, accomplishments, etc. And while this is important, my belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process.

Buyer’s fear is real images

We need to understand and acknowledge a buyer’s fears in order to help our clients and prospects overcome that feeling and move forward. The most common fears are…