What are the concerns or doubts a customer has for not making a purchase referred to as?

The term for the concerns or doubts a customer has that prevent them from making a purchase is known as objections. Objections often arise during the sales process when a customer expresses hesitation or specific reasons for not moving forward with a transaction. Understanding these objections is crucial for a salesperson, as addressing them can help overcome barriers to purchase and facilitate a decision in favor of buying.

Objections can vary widely and may include concerns about price, product features, quality, suitability, or even timing. By effectively addressing these objections, a salesperson can build trust and better educate the customer about how the product or service can meet their needs, ultimately guiding them towards a purchase.

In contrast, complaints refer to instances where customers express dissatisfaction with a product or service, whereas feedback is information provided by customers about their experiences, which may not specifically pertain to reasons for not purchasing. Requests typically pertain to inquiries about additional information or services desired by the customer, but they do not encapsulate the hesitancies that lead to a lack of purchase. Therefore, objections are the most accurate term to describe those concerns preventing a customer from completing a sale.