They might seem like a perfect client for you, and they might seem really keen on working with you… and yet:
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 buyer is building up.
And that doesn’t mean trust in you – the more delicate type of trust a buyer needs, is trusting that buying is the right decision.
And that’s where many sales break.
They’re on the fence, we want to help, and so we try to convince, explain, persuade, try yet another compelling argument.
We look needy, and 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 those sales.
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.
On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release in June 2022.
Register here to be notified when it goes live.