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Chapter Seven. How Can You Overcome Cust... > The Risks of Buying from You

The Risks of Buying from You

To address and overcome the obstacles to sale, you need to understand them. The obstacles to sale are often one or more of the following:

  • Your product is unproven—how do your customers know it will work?
  • You do not have a pool of satisfied customers who can vouch for your product.
  • Your business is small—you may not be in business in six months—then how can customers depend on you?
  • You have few employees. How can a customer get quick service if he or she has a problem with your product?
  • To change to your product means a customer has to change to other products as well—why should they?
  • They are not that unhappy with their current vendors.
  • You are too expensive.
  • Their current vendors are relatives.
  • Your product does not improve their situations that much.

  

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