Something that can lengthen your sales cycle is the indecisive buyer. Today’s thought is about helping the indecisive buyer and shortening your sales cycle.<\/p>\n
We will assume you have done a good job identifying needs and assessing the situation, yet in spite of all your sales tactics the close is not imminent. Like our bear in the photo, the buyer just can’t seem to make up their mind.<\/p>\n
Selling to an indecisive can be a frustrating experience and no sales person is immune. It is beneficial to have a strategy ready when needed.<\/p>\n
An important factor to consider is the reason for the apparent reluctance to make the buying decision. Even if the answer is no, it is better to know sooner rather than later so that you can move on. Is it really indecisiveness or something that is causing it to appear that way?<\/p>\n
Consider the following from the point of view of the buyer:<\/p>\n
Now from your chair, consider can you help your customer navigate through the challenges they face<\/p>\n
You will learn ways to overcome apparent indecisiveness by calling in-depth and having a full understanding of your customers business. Knowing your customer’s business as well as you know your own can be huge advantage over your competition.<\/p>\n
Good selling,
\nRichard<\/p>\n
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"