“Now just isn’t the right time…”. Even if you haven’t been in sales long, you’ve likely heard this objection from a prospect. Despite knowing the prospect’s needs, goals, challenges, and preferences, when it’s ask time, they say it’s just not the right time to buy.
Category: Solving/Collaborating the Buyer
You product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.
Questions will get you answers. The right questions will get you sales.
Got your eye on a potential client who is currently working with someone else? Wooing him or her away from the competition may not be as difficult as you think.
“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.
Do you ever feel like you just can’t get through to buyers? You’re not alone. Busy schedules and gatekeepers are just a couple of the common obstacles reps face. But, don’t give up; chances are good that you will get through.
To help prospects get a better idea of why they should work with you, you need to paint a new reality picture. By doing so, you help them envision the outcome that your partnership can achieve.
You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.
Do you find that you are losing a notable number of sales? If so, it’s time to examine what is causing the losses and how to fix it. Rather than blame lack of interest by prospect or tight budgets, you might want to take a look at other causes.
Although there are many sales strategies out there, a good amount can be traced back to the Universal Buying Cycle. Created by the Floriss Group’s James Rores, the cycle is based on the observation that every potential buyer has to answer four questions before they can make a decision.