When a prospect says they want to think it over they are really saying:
- The product isn’t what you told me it was
- The product is too expensive
- I don’t like the product
- I don’t like you
- I don’t trust you
- Your outdated sales tactics suck
- You haven’t found out why I want to buy
The thing that all of the above points have in common is that they are totally preventable and totally your fault! Most sales people will blame the customer for their indecisiveness, but in reality, you just have to look at the person who delivered the pitch! The easiest way to prevent all of the points above is to firstly understand why your prospect wants to buy, and then to deliver a value proposition that is in favour of the customer. To be clear, when we say value, we mean something done in favour of the customer, for the customer.
To understand why prospects buy you must do two things. Be yourself and let them talk. By being yourself you establish a feeling of rapport and trust. Make sure that you have researched your prospects business thoroughly so that you have something intelligent to say, and can ask powerful questions. Powerful questions are not questions that lead to a close, they are questions that help you understand how you, as a sales person, can help the customer. Let your presentation show them where they win, show them how your product will them money, not how much cheaper you can do it for than your competitor.
And if after doing all this your prospect still says they want to think about it, smile and ask them how long they feel that they need and try and establish a firm date for another meeting.
If you take the time to understand why clients buy, deliver value and show your clients how they win, then you won’t need to sell, because they will start to buy. Remember, nobody likes being sold to, but they love to buy.
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