They might seem like a perfect client for you, and they might seem really keen on working with you.
And yet, there’s indecisiveness. Vacillating, no decision.
It’s a yes, but not a ‘hell yes’.
Whenever you’re in a situation like that, be careful not to break the trust they’re building up.
Yes you might know for certain that paying you and becoming a client would solve exactly the problems they described – but they’ll only experience that solution if they buy when the time is right, and it’s the right time for them.
And that’s where most sales break.
We’re too keen, too eager, too needy – and so we try to rush, to persuade, to make a compelling argument.
The buyer shies away.
Whereas if you take it easy, sit back, ask more questions and take the pressure off, you’ll often find that the buyer shares concerns that haven’t been addressed yet.
Or, it might turn out they’re simply not ready yet, for whatever reason is relevant in their world.
And when you can handle that ‘not ready’ elegantly, with a ‘No problem, let’s talk again in a few weeks’, there’s a very big chance that when next you talk, they will be ready.
But if they aren’t and you try to persuade them?
They won’t be open to you following up, and when you do they’ll feel that same kind of indecisiveness that stopped them in the first place – if not outright resistance.
A sale is a good thing for you, of course. And you should strive to get them.
But a sale is never right if it’s not the perfect time for the buyer.
After all, your business exists to serve your buyer, and your sales process should serve them just as much.
That’s the whole secret of ethical selling: to make the sales process itself an act of service.
And so long as you don’t try to rush or force things, sales will close when the time is right.
As always: let me know if you’re ready to make this way of selling part of how you operate.
Also published on Medium.