Thoughtful Thursdays – More help for the indecisive buyer

Over four years ago the Thoughtful Thursdays sales topic was about helping the indecisive buyer.

Today’s sales subject is a follow up to that post.

When you encounter the indecisive buyer, your challenge is to determine the reason or reasons for this reluctance. Only then can you start working on removing the sales barriers and close the sale.

Here are a few reasons that may be causing your prospect to be indecisive.

• Fear of disappointing the incumbent supplier
• Internal pressures to maintain the status quo
• The value in dealing with you may not be clear
• All needs may not have been identified and addressed

In some instances there are underlying fears that delay the close. Once the fear is identified, the professional sales person will help their customer overcome the fear and get the sales process back on track. You may have give your customer some leeway in order to save face. I have said many times before, put yourself in your customers shoes and think about how you would want to be treated

In other cases it will be more traditional selling skills such as reinforcing the value of buying your products. Your customer may have overlooked some of the requirments that need to be addressed.

Which ever the case, your customer will appreciate your help. As always, all things being equal, people buy from people they like.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

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