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Sales Techniques To Prevent The Cancelled Sale |
By:
Cheryl A. Clausen |
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Sales Techniques to Prevent the Canceled Sale
Cheryl A. Clausen
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.
These buyers are highly emotional in their decision making process. They're all excited about buying, and you're all excited about a sale. This probably doesn't happen all that often, and you're thinking this is going to be one of the easiest sales you've ever made.
So how does it all fall apart? In your excitement to fulfill their perceived need you fell into a deadly sales trap. 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. The truth is these buyers aren't really clear about their need or what they want. 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. A recent commercial depicts a young man in a store looking at a big screen TV all excited and engaged in the purchase ready to pull the trigger and buy when a pig, representing savings, slaps the guy on the hand and tells him he doesn't need that and the poor salesperson is left holding the bag just like you.
There is a way to circumvent and avoid this. You need to help the prospect to clearly understand that there is a need and that the need is important. The prospect needs to gain clarity in their own mind about what they want to do, why that's important, and why it's important to take action now.
Asking good questions is the easiest way to help the prospect through this thought process. An over eager buyer tries to move to far too fast without a strong foundation as to why they want to buy, so you need to get them to take a step back to help you understand why they need what you have. The quickest way toward a sale is to step back and build a good foundation.
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.
About the author: Cheryl A. Clausen can help you get where you want to be. Look here to see how your Sales Skills measure up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out. Click here for other http://www.uberarticles.com/?id=26133&b=79 unique 'sales technique' articles.
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Article Source: http://www.statssheet.com/articles/article61576.html |
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