Sales Coaching To Avoid Cold Feet

Have you ever had a prospect tell you they want to buy, and then they changed their mind? Have you ever had a prospect buy almost immediately and then they backed out of the deal, wanted a refund, or wanted to cancel their premium? You were left wondering how that could happen when they seemed so excited and on board. Every beginner and many seasoned professionals experience this but they don't understand why it happens. There is a very logical reason this 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.

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.

Help the prospect through this thought process by asking good questions. Get the over eager buyer to take a step back to help you understand why they need what you have. If you dont', you'll have the sale fall through because their won't be a strong motivation to complete the purchase process.

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.