Fear of making a purchase mistake is the main cause of most buyer delays. “I’ll look bad if I make the wrong choice. Maybe if I look further, I will find something better.” Testimonials from your satisfied customers can help reduce this purchase-decision fear. Here’s how to create the most effective testimonials.
When the prospect says, “No, I bought from your competitor,” you at least know where you stand. But it drives you crazy when what seemed like a strong prospect suddenly goes dark. Is this cold sales prospect lost forever, and it is a waste of your time to keep trying? Or is there a way to rekindle your sales process to ultimately close?
Some companies have become over-systematized – everything is left to automation. Once the database is set up and your name is entered, you get emails on a regular basis whether they are relevant to your current needs or not. Everything in today’s business environment seems to be about technology, the latest developments, content marketing, microblogs, engagement, SEOs, etc.
Is the price objection really an objection? Will you need to lower your price to get the order? Is this just a buying ploy? You have no idea until you ask what’s behind “Your price is too high.”
Negotiation begins after all major aspects of the sale have been worked out: defining the customer’s needs, selecting just the right solutions, and clearly presenting them as addressing those defined needs. Both parties agree in principle that they are close to a deal. Negotiation is the process of working out the fine points necessary before the contract can be signed.
Many of our prospects seem interested at first but then move on to other matters without making a buying decision. Or they go on temporarily with their current vendor. Are these prospects a lost cause, or is the timing just not right for them to consider? Could NO turn into YES in the future? It pays to keep them in your CRM/SFA system and stay in touch with prospects who don’t buy today.
You believe in the products you sell; you need that belief to do what you do. But when that belief, rather than certain knowledge, guides the specific solutions you offer and the way you present them, you might fail to make the linkage between the customer’s problem and what you believe to be the best solution. Critical Thinking will help get you back on track toward the close.
Buyer’s remorse can make customers regret a purchase right after it is made. It can sometimes lead to their cancelling the order or returning the goods after delivery. That’s why, even when you perfectly meet the needs of customers, you must take extra steps to help them feel good about their buying decisions.
Have you recently reviewed your list of prospects who said “No” to you in the past? No then doesn’t necessarily mean No now, but you can’t count on customers to call you and say they are now ready. Learn the secrets to bringing these catatonic selling opportunities back from the grave.
Most of us hate paperwork in any form. We want to be out there selling, or else enjoying ourselves. Sitting at a desk is boring, hard work. So why do most top sales performers spend the time to keep meticulous records? They do it because managing a portfolio of prospects and current customers calls for a lot of planning. And this detailed planning makes everything else they do more efficient and effective.