The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospect’s fear or it will handle you.
- Fear of making the wrong decision.
- Fear that the product or service will not perform up to their expectations.
- Fear of being ripped off. (No trust)
- Fear of putting their money into something that will not benefit them. (Not getting the full value out of their investment.)
- Fear of tying up their money in another project.
- Fear of loss of savings in the bank or budget in case of emergencies.
- Fear of the outcome or repercussions by (supervisor, partner, spouse, family).
- Fear of making any type of decision.
- Fear of not being accepted by their piers, if they make a poor purchasing decision. (Looking bad)
- Fear of spending too much money.
- Fear of losing out on a better deal elsewhere
- The fear of change.
