This presentation sheds light on six points concerning customer reluctance. When a customer says no just stop and think about the reasons for their “No” and methods to handle the objections.

1. Six Reasons Why Customers Say “No”
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*Via The Motivation Doctor
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
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2. 1
No Trust
The most important and common reason
is that potential customers don’t trust
you as they have not yet built a
relationship with you. This one is hard to
determine as very rarely will any
customer say they don’t trust you or they
don’t like you.
The most important reason is that – they may not
like you!
Make the customer like you by giving
them their space, be friendly, be
trustworthy, use their name often and be
a outstanding listener.

3. 2
No proper Communication
Communication is a key component in
sales. There are times when customers
don’t understand what you’re talking
about. Too many technical terms and
jargons may make a customer annoyed
and leads to no sales.
Maybe you haven’t spoken clearly enough, or you’ve
used too many technical terms and jargon. This can
make you sound like a real ‘smarty pants’
Make the communication simpler and
supple so that customer can understand.
Ask questions to deduce if they have
understood or not.

4. 3
Poor Listening
Distractions can cause loss of sales.
Sometimes customers get distracted for
varied reasons. They might be tired and
uncomfortable or just looking for a
break.
To know the level of listening you can
always ask the customer are they
comfortable, do they need a demo once
again? Surprise them with friendly
gestures to make them feel comfortable.

5. 4
Not the right Target
You might target the wrong person in the
organization. For effective sales it’s
important to target the key decision
makers in the organization.
A lack of confidence in any element of the sales
operation can be a source of lost sales — something
most businesses can’t afford at the moment.
You want to make sure that you’re
talking to right person? Ask the question
– ‘Is it you who will make the final
decision, or do you suggest I speak with
someone else?
AAyuja Internal and Confidential © 2012

6. 5
Resistance to Change
Potential buyers say no because they are
reluctant to change, they want to live in
their shell and don’t want to be
disturbed.
Overcome the customers reluctance by
being one among them, customers want
to buy from the people like themselves.
Appeal to the customer’s emotions; keep telling them
how they’ll feel when using whatever it is you’re selling.
How good they will look, or how others will feel about
them.
Feel customers emotions, they like to
buy from people who understand their
emotional needs and offer services
accordingly.
AAyuja Internal and Confidential © 2012

7. 6
No Money
Some customers may genuinely not
need the product or service offered , or
may not have the budget to purchase the
same.
In such a scenario ask them would they
have budget in the next quarter or
something similar. Build a relationship
for the future so that when they do have
a need or the budget, you are there to
close the deal.
AAyuja Internal and Confidential © 2012