Why Clients Want You to Pay Attention to Consumer-Focused Sales Books

Most of the time, sales representatives are taught the right way to sell to us (the group they designate as the target audience), increase those sales, and market so the consumer will convert to a buyer. 

The way some of us as the “demographic” feel about sales means those in the industry are approaching the process the wrong way because it annoys more of this group than motivates. 

When approached with the intention of “selling,” most of us stiffen and recoil back to the safety of our home where we can shop in solitude. The ability to merely “X” out of the little text representative that continues to pop on the screen is refreshing. 

If we could eliminate that nuisance entirely, it would be a glorious day in the world of consumership. 

There are reasons clients are not buying from you, and that is where the sales training should come into play. What you are doing wrong and how to make it right, so the “audience” wants to be there. Go here to learn skills to make the ideal associate. Let us learn together.

What are the Reasons Customer Don’t Want To be “Sold” To?

As a consumer, it is vital to express so that salespeople recognize that customers tune out when being sold to. That might not make sense to a salesperson, but when someone comes up and starts selling, this buyer knows the pitch and immediately shuts down, ready to move on and out. 

In many cases, the rep probably crossed all the T’s and dotted all the I’s, building the buyer’s persona, meeting their needs, and sitting through their questions with ready answers ensuring there would be no reason the client wouldn’t want to do business. 

The consumer leaves appearing satisfied; you follow up with no response. The problem boils down to sales “style,” implying much more than mere personality but overall “posturing.” What does that mean, and why did the client walk away? 

The best sales books are written with the consumer as the focus; instead of selling, more about interaction. Posturing is a term that speaks to the exchange between you and the target group; listening skills, communication, ability to understand and respond to need without directly being asked. Check out the reasons an audience does not want the salesperson approaching this consumer.

  • Value

The experience needs to be valuable and informative for the consumer and not beneficial for the sales rep. Aside from merely answering direct questions that the client asks, the salesperson needs to offer details that are not asked, provide product descriptions, share photos, videos if applicable, things the client might not consider asking since they may be new to the product. They are not versed in its capabilities, that is where you come in. 

As the person offering the item, you might already know everything, do not presume they are coming in having done extensive research. Their research could have been limited. Be a trusted advisor as opposed to a rep looking for commissions. You probably moved too fast towards that end.

  • Resistance

Often, a client is resistant, especially if there is a great deal of cost involved. They actually arrive intending just to look and leave with the notion of thinking about it. 

The entire time they are sitting there, the resistance to buying at that point is there. A salesperson does not pay attention to those signs since these can be subtle. Still, it is essential always to assume there is a degree of resistance with each potential buyer because it could ultimately cost a sale.

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It is ultimately your responsibility to maneuver the reasons for this hesitancy from the customer instead of presuming it will go away or allowing the consumer to get away with their resistance intact. If you can work through that hesitance and calm those fears, they might trust you enough to do business.

  • Expectation

There will be a silent expectation for a prospective buyer, assuming you will understand without going into the expectations. If you do not ask questions to determine and you’re unaware of their hopes, there will be an immediate wedge concerning their desires and what you intend to provide.

The client will feel unheard and lack understanding while you have not taken the time to get to know your consumer, meandering from the topic at hand. It’s a no-win situation that ultimately ends badly.


  • Attentively listening

No one wants to be sold to. All consumers can tell when a representative is following a platform to ultimately meet their own set of needs rather than attempting to tend to what the customer actually needs. 

In today’s market, most buyers go through many of the details for buying online. These relevant components, including the specific attributes of their purchase and their ultimate goals along with understandable fears, need to be followed up with an active listening rep who shows a particular level of authenticity.

Final Thought

A salesperson who has no genuine concern about whether they make a sale or hit a quota is the ideal individual to deal with because the interaction is authentic. They focus on the person they are working with, actually paying attention during the exchange so they can then meet that person’s best interest. 

Go to to learn what the clients want.

There needs to be a way commissioned salespeople can find that happy medium where they disengage from the paycheck and focus on the audience.

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