Important business deals can certainly bring out heightened emotions. This short article is about the viewpoint of your sales prosects and what they might be feeling. A huge purchase might be scary. Perhaps too much is at stake.
One moment sales prospects think they're comfortable to proceed with a particular deal, the next they learn about potential risks or issues. Therefore, allow your sales prospects the time to:
1. Ask questions and remain clear. Sales prospects should know their goals and what they want. They should be clear about their budget and not be swayed to veer too high above that number. Sales prospects should speak out if they feel bombarded with too much information at once. Moving at their pace is a wise move.
2. Listen and observe. The biggest indicator of trust is follow-through. Sales prospects will notice what you say and do. A good sales rep will be patient (not agitated) when they seek more information. The rep will remain calm and in control. Expect, or even suggest that prospects get a second opinion! If you do your job right, they'll be right back.
3. Follow up. Sales prospects who take initiative when it comes to the sale, do their homework and ask last-minute questions. Expect it. They want to ensure that everything they learn about the deal aligns with their goals / checklist.
Stop selling prospects what they don’t want to buy. Sales prospects live close to their goals. These individuals do their homework. They communicate clearly what it is that they want. Pay attention and respond accordingly.
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Learn more! Email - Nicole@Prospect2Win.com
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