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When a Client Backs Out
 Posted
on:
9/19/2010
 Number
of views:
153
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Article Highlights
Got a prospect who is stalling? Got one who placed an order then cancelled the order?
There are any number of reasons why prospects stall or cancel but here is the major one. It’s called stress and tension.
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When a Client Backs Out
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Got a prospect who is stalling? Got one who placed an order then cancelled the order?
There are any number of reasons why prospects stall or cancel but here is the major one. It’s called stress and tension. |
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Stress
• If stress is average, may buy, but must be convinced
• If stress too low, no need to act
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Tension
• Makes rash decisions
• Will buy but may regret
• Must believe your product will solve their problem
• If tension too low, may put off
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Traditional sales teaches that we raise the buyer’s tension (make them feel the pain, keep reminding them of their problem etc). This can help create a sense of urgency unless they are operating in a high stress mode.
The problem here is that you need to raise their tension without adding to their stress, because if you raise both, most likely there will be no sale.
• The key is to ask enough of the right questions before you start selling.
• Do not move to the presentation stage of the sales process before you have enough accurate information about the prospect’s needs, wants, problems, challenges etc.
• The best way to determine a prospect’s stress levels is to observe their non-verbal messages while they are answering your questions.
• The best way to build their tension and not their stress is to keep relating your solutions to their ‘tension’ issues.
• People with high stress may buy but they will also stall if they fail to see the connection between your product or service and the relief of their stress.
• People with low stress will stall and stall and stall. The key here is tension.
By Tim Connor |
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View Comments
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Posted By: jackson
patel
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Posted On: Aug
11 2009 6:32PM
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TEST
Thanks
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Posted By: jackson
patel
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Posted On: Aug
11 2009 6:29PM
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HI
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