Sales Tip – Selling to Clients Who Aren’t Ready to Buy

Sales Tip – Selling to Clients Who Aren’t Ready to Buy

 

Some sales people will tell you to walk away when clients aren’t ready to buy.  Yet, when clients express that they are not ready to buy, it’s often a sign for sales people to take a more advisory role to their sales approach.  This can lead to greater loyalty and better sales results in the long term.

No matter what clients’ reasons for delaying their decisions, sales people can be helpful to clients if sales people appropriately and professionally ask clients about their decision-making process.

As clients discuss their decision-making process, wise sales people know to focus on helping their clients with any concerns they raise.

This kind of  approach in a sales person’s sales conversations can add goodwill to client relationships. These conversations also give sales people opportunities to answer questions, provide clients with missing information and/or clarify any misunderstandings.

When sales people delve into the clients’ reasons for not buying now, sales people can help their clients gain greater clarity on what the next steps are in their decision making.

On occasion, when clients share their reasons for not buying now, sales people will discover that the clients’ reasons for not buying are no longer applicable based on new information.

Even when sales people discover that the reasons for clients not buying now are valid, sales people can focus on helping their clients think through what they might need in the next steps in their decision-making process.

The closer sales people are to their clients’ decision-making processes, the more helpful sales people can be. And the more helpful sales people can be, the more likely clients will decide to buy.

Bonus:  How Sales People Can Better Prepare

As part of your preparation to respond more effectively when clients say they are not ready to buy now, keep a log or diary of reasons clients have given you for choosing not to buy now. For each reason, develop specific responses you can use next time a client wishes to postpone a buying decision.

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