Written by Sean McPheat |
Here’s a question I was emailed from one of my sales tips newsletter subscribers:
Firstly, thanks very much for the tips. I really find them useful. I was wondering if you could help with another type of prospect that I seem to run into a lot. “The Procrastinator”. This is the prospect who seems very interested initially and loves to have a meeting and demonstration etc.. But when you try to get a decision out of them they just say things like “I haven’t decided yet” or “We’re pushing it back for a month or two”. Can you give me some tips on how to bring them back to that feeling of interest in order to push for a decision.
My thoughts on this…
Some things to think about:
– Have you REALLY demonstrated and built the value in your sales pitch?
– Have you talked BENEFITS not features?
– Have you responded to objections with “What do you mean?” to qualify it
– “I need to think about it?” respond with “What specifically do you need to think about?” then build the value again
– Is he/she really the decision maker?
– Bring some sort of scarcity into the pricing. Early bird ordering. Discounts for up front payments etc
– Ask him/her what the next steps are?
– “What do you need to make your decision?” this will find out his/her buying strategy!
Overall, you either haven’t build up the value sufficiently enough to convince the prospect or you have not found out how he/she makes their decisions. These two vital areas are very important for closing deals.
Hope these help?
Originally published: 9 November, 2007