9 Reasons Why Your Product Is not Selling on Amazon

As the global leader in e-commerce, Amazon is one of the top platforms for any e-commerce professional to sell on. Not only does it offer access to an enormous pool of potential buyers, but it also provides its own in-house logistics service – Fulfillment by Amazon (FBA) – which delivers far more than just an exceptional customer experience.

With everything seemingly set up for success, what could possibly go wrong? Surprisingly, around 90 % of sellers fail within their first year on Amazon, with their products never really taking off.

If you’re in that crucial first year, this article is here to help you join the successful 10%. And if you’re already an experienced seller, it will give you the strategies to stay in that top tier. Let’s break down the main reasons why your product is not selling on Amazon.

1. Your Pricing Strategy Is not Optimized

Few sellers realize that the right pricing strategy is just as crucial as having a high-quality product or reliable sourcing. This also makes bad pricing one of the main reasons why your product is not selling on Amazon. The reason is simple: Buy Box share. Without a strong Buy Box share, your products won’t get the visibility they deserve – no matter how good they are.

So, what to do if your products are not selling on Amazon? While roughly 13 different factors influence Buy Box share, the most critical is dynamic pricing. It makes perfect sense when you consider Amazon’s customer-first philosophy and what every shopper is after: a good bargain.

As a seller, your goal is to tap into that demand while still protecting your margins. If you’re not adjusting prices constantly – and that means 24/7 – based on market conditions and competitor activity, Amazon won’t see your pricing as dynamic. The result? Missed Buy Box opportunities and eroded profits.

However, If your Amazon pricing strategy is dynamic, you’re already halfway to winning the Buy Box. The SELLERLOGIC Repricer excels with its advanced AI-driven intelligence, a seamless Buy Box-first approach, and adaptability for both B2C and B2B markets. It strikes the perfect balance between quick setup and powerful strategic control – whether you’re running sales-focused pushes or timed campaigns. With real-time analytics and global reach, it’s the ideal solution for Amazon businesses aiming to maximize both sales volume and profit margins.

2. Visibility and Traffic

With the launch of Amazon’s A10 algorithm, there has been a shift in focus. While A9 focused primarily on keyword relevance and sales performance, the current A10 goes further by doubling down on factors like customer behavior, seller authority, external traffic, and overall buyer satisfaction. If your product is not selling on Amazon, this may be a root cause. 

The good news is that this does not necessarily mean more complexity – it means that you have to lay a closer focus on what already matters: quality listings, solid customer service, and real demand signals. Keep in mind that with rising competition, applying the A10 principles is no longer optional – it’s essential for standing out and ranking well. Read our article on Amazon’s A10 Algorithm for actionable insights on Amazon’s search engine for more information.

3. Social Proof and Reviews

What’s the first thing you do when you want to purchase an item that you will either use daily or that costs a bit more than your average necessities? You scour the internet for people who have already bought this item and see what they say. Whether this be on blog articles, affiliate or influencer channels, or – most importantly – product reviews on Amazon. Your product may not be selling well on Amazon because no one has left a positive review about it yet. Especially your private label products depend heavily on this, so do your best to ramp up those reviews as best you can. Knowing the importance of this, Amazon has introduced a “request a review” button for sellers, which can really increase the number of reviews buyers leave for your products. Here are the three golden review rules:

Read more in our article on how to get more Amazon reviews.

4. Ineffective PPC Campaigns

Another reason why your product is not selling on Amazon may be ineffective PPC campaigns, or no PPC campaigns at all. However, if managed strategically, they can be an amazing growth driver. If you have no PPC experience, read or article on Amazon PPC campaign tips. If you already know the basics, let’s dive in. 

Start with smart keywords: use automatic campaigns to find high-converting terms, then move them to manual campaigns for tighter control. Add long-tail keywords to lower CPC and keep ACoS healthy, and use negative targeting to cut wasted spend.

Bidding matters, too. Target competitors’ brand terms to gain visibility, and bid on your own brand to protect listings. Group product variations under one ASIN to avoid cannibalization.

Manage resources wisely: automate bid optimization and keyword tasks to save time and reduce errors. And remember — no campaign can save a product with no demand. If sales stall, pause ads, review your listing, and reassess market fit.

With data-driven targeting, strategic bidding, and smart automation, sellers can scale profitably and win on Amazon.

5. Profitability Monitoring and Optimization

Did you know that one of the biggest mistakes new Amazon sellers make is stocking products they personally like? Just because Hobbit-shaped garden gnomes are trending in your area doesn’t mean they’ll sell everywhere. As an example, we in Germany prefer the classical version without any humorous element, mainly because we are not big fans of humor in general. 

If you buy inventory that doesn’t perform, you’ll quickly have to decide which products stay in your lineup and which shelf-warmers need to go. That’s manageable when you’re just starting out, but it becomes a real headache as your inventory grows. This is exactly where SELLERLOGIC Business Analytics can make all the difference.

Reasons for not selling a product can vary, but what never varies is the fact that you have to identify shelf-warmers quickly and discard them, simply because space is valuable and expensive, especially if you’re using FBA. SELLERLOGIC Business Analytics identifies shelf-warmers automatically:

SELLERLOGIC Business Analytics is a powerful profit dashboard for Amazon sellers of all levels. It delivers real-time insights across global, account, marketplace, and product levels – helping you spot bestsellers, uncover profit killers, and track every cost, including Amazon fees. With its data-driven approach, you get a clear picture of your performance, making strategic decisions faster and more accurate.

6. Compliance and Policy Issues

Your product might not be selling – or may even be removed from Amazon – due to policy changes. This often happens when marketplaces adapt to new regulations, such as the recent EU battery compliance rules. That’s why it’s essential to stay informed and take Amazon’s notifications seriously. To learn more about products with potential regulatory hurdles, check out our article on gated and ungated products.

7. Your Product Is Not Selling on Amazon Because of Your Branding

Customers enjoy purchasing items based on trust, emotions and brand connection. If this is something you can boast about with your products or company – and you’re not doing it – that might be the reason why your product is not selling on Amazon. 

How to fix this: The Amazon Brand Story feature in A+ Content is a free and powerful way to show off your brand’s personality, values and mission. Placed above A+ Content, it’s like a mini landing page on the product detail page to boost conversions.

A good Brand Story focuses on the “why” behind your brand – its origins, vision and unique value proposition – using high quality visuals, concise copy and a consistent visual style. You can choose from 5 module types: 

Best practices are to start with a strong visual hook, keep messaging clear and emotional rather than functional and limit the number of modules to keep focus.

Common mistakes to avoid are vague slogans, low quality images, cluttered layouts and missing CTAs. Your brand needs to show personality, clear messaging and strong imagery. Read our Amazon Brand Story article for more info and good examples.

8. Your Product Is Not Selling on Amazon Because There Is No Market For It

Product research is the most important element of successful sourcing. Use tools like Google Trends or JungleScout to see what products are in demand right now. Also consider seasonality and trends (although the latter are hard to predict). Other effective ways of finding hot products are checking sales velocity, review count and number of sellers of certain products that you assume may do well. Calculate true landed costs – manufacturing, Amazon fees and shipping – to make sure your margins stay healthy. Read reviews to spot unmet needs you can exploit and watch social media and niche forums for emerging interest. As a starting point, read our article on how to resell on Amazon, where we put together the hottest articles of 2026 for you.

9. Your Shipping Is Too Slow (FBM Sellers)

As an FBM (Fulfilled by Merchant) seller, how fast you ship is tied directly to how many sales you make. You need 5 days for shipping when your competitor offers arrival in 3 days? You’re not getting the sale. Amazon customers are spoiled in that regard. They’re used to getting items within one or two days thanks to Prime, so if your estimated delivery shows a week or more, they may skip your listing entirely — even if your price is lower. This is especially true if you sell books and low-cost items where buyers want them quickly and at low shipping costs.

What you can do to improve shipping speed:

Final Thoughts

Wrapping up, the only thing left to say is that although there are many reasons why your product is not selling on Amazon, the reason for it may be more simple than you think.

Look at your listings through the eyes of someone buying something from you. Is the price enticing? Can you get it quickly? Does this brand look trustworthy to you? Does the listing answer all the questions before you have to ask them? 

Amazon’s marketplace is competitive, but that’s also what makes it rewarding. Every adjustment you make — whether it’s tightening up your keyword targeting, improving your images, speeding up delivery, or getting more reviews — can and will have an immediate impact.

Use your data, tweak your approaches, and test changes one by one. The sellers who succeed aren’t always the ones with the flashiest products — they’re the ones who adapt, improve, and keep pushing until they find what works.

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