Sales Coaching to Avoid Cold Feet

The prospect told you they wanted to buy, but then they changed their mind. They may have excitedly bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. You were left wondering how that could happen. Almost every salesperson has had this experience. But you may not understand why it happens. Unfortunately you have yourself to thank for the result you got, but there is a simple explanation for why it happens.

Buyers are highly emotional in their decision making process. Somehow you've gotten their attention or entered their radar, and they're all excited about buying. And you get all excited because this probably doesn't happen just all that often to you, and you're thinking this is going to be one of the easiest sales you've ever made.

Yet it all falls apart. You fell into a deadly sales trap and you didn't even realize it. You fell into the trap of thinking the reason they told you they wanted to buy was the real reason or an important reason to them. But these buyers aren't really clear about their need or what they want even though they seem to be. They get caught up in an idea and think they want to buy, but then they start thinking about it and they realize that they really don't need what your offering or they really don't want what they thought they wanted. They seem to do an abrupt 360 in their thinking and you're left holding the bag.

So how do you circumvent and avoid this? Until or unless you help the prospect to clearly understand that there is a need and that the need is important you have a window shopper on your hands. Your prospect has to have a light bulb go off solidifying for them exactly what they want to do, why that's important, and why it's important to take action now.

The easiest way for you to help the prospect through this thought process is to ask good questions. When you have an over eager buyer you need to get them to take a step back to help you understand why they need what you have. In most cases, the quickest way toward a sale is to step back.

One of the best ways to help the prospect to build their own case for purchase is asking probing questions. Because people hate to be wrong they won't be likely to back away from the sale later. As you have your sales discussion both you and the prospect have the same information at the same time, so you'll reach the same conclusion and that means a sale for you if you're a match.

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Author: Cheryl Clausen can help you get where you want to be. Look here to see how your Sales Skills match up. Could you succeed faster if you just had more time? Improve your Time Management Skills, try this.

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