by Cheryl A. Clausen

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.

You can circumvent and avoid this. Help the prospect to clearly understand that there is a need and that the need is important. You have to help the prospect to solidify in their mind exactly 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.

Through your gentle probing questions you're helping the prospect to build their own case for purchase. Now the great thing about that is people hate to be wrong, so if they wanted to back away from the sale later they'd have to disagree with their own argument and that's highly unlikely. Through this sales discussion both you and the prospect have the same information at the same time, and when that happens you reach the same conclusion and that means a sale for you if you're a match.

About the Author:

Author: Cheryl A. Clausen can help you get where you want to be. Wonder how your Sales Skills measure up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, try this. This and other unique content 'sales technique' articles are available with free reprint rights. Downloadable ebooks.

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