Helping hesitant prospects
Helping Hesitant Prospects over the Hump
By: Sandra Allison
If you feel like you have to push the customer through the sales process, then you need to stop and find out why they don’t want to buy, not what you have to do to close. The more you push the more you will push away your prospect. Sincerely listen to your prospect and listen to what they have to say. Appreciate your prospect’s point of view. Get your prospect to appreciate you.
An objection is nothing more than a request for additional information. As a general rule, prospects are hesitant to commit to purchasing a product or service until they have convinced themselves they need it and that they are getting it at a fair price. Top producing sales people not only expect objections during the sales process but anticipate them. Remember an objection is not a “no” it is a flag that the prospect is uncomfortable about something.
Even though they are unsure about closing today, you should be able to close the sale with the right rebuttals. It is going to take some time and effort to uncover what is really holding them back from purchasing. If you haven’t built trust and rapport with your prospect, qualified them financially, and conducted a thorough needs analysis, you can expect them to use objections to derail the sales process.
If a prospective customer has a compelling problem or goal and you understand and map the steps in the customer buying process, then there should be mutual motivation/respect and you will be able to help your prospect over the hump of objections and conduct the sale.