The #1 Reason Your Prospects Are Not Buying Immediately

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“This really sounds good, but I just need to think about it…”

“Everything looks great, I just need to talk with…”

Do any of these sound familiar to you when you are making an offer?

There are thousands of people, selling tens of thousands of courses and programs promising to help you overcome objections. I am sure you have invested in some of them, yes? In fact, I have done the very same, and yes we train people how to overcome objections as well.

Is there any difference between our approach to teaching it and all the others? This one question is the basis for all sales opportunities, however. So, read the question below and ask yourself…

Is your product or service seen as ‘one of many choices, or are you seen as the only obvious choice?

This question must be asked from the genesis of client interactions in marketing, all the way through the final presentation, and through the client journey after the sale. Again, is your product or service seen as ‘one of many choices, or are you seen as the only obvious choice?

In a world of competition, copy-cat products or offers, and a myriad of marketing channels and distractions aimed at your prospects, how do you set yourself in a position to be seen as the ‘obvious’ choice?

Are you waiting for the ONE answer to this question?

Well, there is not a straightforward answer to this question because each step of the prospect’s journey needs to be designed around this ‘one question’… each step shifting the prospect’s thoughts to see you as the only obvious choice.

People love options, in fact, people are often unconsciously compelled to seek out many options, and the myriad of options seem to soothe the prospect. First, the more time someone spends looking at options is time they don’t have to spend taking real action. Too many prospects confuse the time that they spend searching and examining, as taking action, even if it’s actually inaction.

When people witness multiple options, they begin to either feel safe in their time of making a decision, or they dive deeper into fear of making the wrong choice. The power of decision-making is very complex from a neuroscience perspective, yet it can quickly turn into simplicity when the proper emotions are aligned.

I will discuss this much further in our upcoming articles, but for now, let’s stick to a few basic tenets to help your prospects see you as the obvious choice.

Objections Are Birthed From Uncertainty

In our sales training and leadership programs, I all too often see salespeople that are constantly looking for the ‘secret words’ to overcome any objection. And, yes every salesperson needs to know how to properly handle and overcome objections and secure a sale.

In our program, we teach how to properly and effectively overcome many objections, but we must remember that objections are verbally spoken because there is a conscious or even an unconscious lack of certainty.

Create a clear profound sense of clarity.

When you are attempting to sell your offer, begin by asking yourself how you can bring a clear profound sense of clarity to your prospect. Yep, you are looking for an ‘aha’ moment from your prospect. This is accomplished by first allowing the client to recognize that you understand their position and/or constraints. You can then demonstrate to them through your presentation or demo that you not only understand their problems but that you also have a solution or pathway that can solve them.

Make sure you paint a clear picture! That alone will help a lot… However, be sure to paint the picture of clarity in a way that includes your prospect. We are looking for the ‘buy-in”, the ‘aha’ moments that may be unspoken, yet persuade them to recognize you are the obvious choice.

Give the alternatives a mention.

When I was actively selling a real estate training and coaching program, I was aware of the other choices that our prospects had when it came to training. And, if I was aware of the other choices, then I could be certain that the prospects were as well.

“We are bigger, better, more…” No.

They have heard it before, yes? I remember Russell Brunson teaching how he sold his weight loss product. I will do a quick recap for you…

In the weight loss world, there are sooo many promises and claims…

“How to lose 20 pounds in just 20 days… Is replaced with how to lose 20 pounds in just 10 days… Which is replaced with how to lose 20 pounds in just 10 days without that… Which is replaced with how to lose 20 pounds in just 10 days while eating ice cream :-)”

You get the point, yes?

When your only offer is a better mousetrap, then someone can easily simply overpromise what you have promised. Lose more weight… Lose weight faster… Lose weight without any exercise or diet restrictions… What’s next right?

So what Russell did was call of this out, and he mentioned to his prospects that they have probably tried the pills, the potions, the weird darts, the exercise regiment, and they were still not where they want to be, and then he simply told them, it’s not your fault.

He told the prospect, ‘It’s not your fault’

Why? Because telling someone they have made bad decisions in the past is not a really smart way to persuade, as it almost ‘insults’ them into buying your solution. Also, it alleviates the internal fear of ‘making another bad decision’ – for more on this read our article here on LinkedIn – click here.

The reason they had failed, and it wasn’t their fault, was because they did not know about “ketones”, and then once they are now curious about the new mechanism, the novelty ‘fires’ in their brain, and attention is moved forward.

Once that attention is directed, then the ability to persuade is greatly increased. And, then the unique mechanism has the opportunity to be viewed without the stigma of past decisions and truly seen as the clear choice.

Now, there are several more aspects to introducing a unique mechanism, and having the message bring absolute clarity, yet for the sake of brevity, we will cover that further in future articles.

  1. Create a profound sense of clarity.
  2. Is there competition? Mention it.
  3. Show the unique mechanism that sets you apart.

Why are these 3 areas so important? Because the reason they are not buying is they are contemplating other options without seeing you as the only obvious choice.

We want the clients to see us as the obvious choice… and the key is that they see it… as if it was their idea all along.

Their idea, not ours.

Follow me for some further breakdowns on each step, we will be doing some deep breakdowns soon.

*Would you like to see if we could possibly help you or your sales team? Go to and schedule a chat. Truly, no obligation, and I look forward to connecting.

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