This persons' motto is never decide today what can be put off until tomorrow. If seeing two of something is good then seeing five is better. They will always let you know later. “I'll be back”. “Will this be available tomorrow, next week, next month”? Etc. Etc.
With this type of individual you must show how delaying would be detrimental. How loosing this item now will affect them in the future. The feeling of deprivation when the item is gone. Show how advantageous the cost savings would be because good items increase as sales go up. Continuing the process means further expenditures of time, and convenience not to mention the cost of gas.
Delaying the purchase and loosing the item may mean you have to pay more in the future while sometimes settling for less. Try to relate to the customer that now at the present time is the best time to make a decision because the facts are fresh in their minds. Try appealing to their ego. Mention that “some people put off their decisions because they don't have the power of conviction that you do. You know what you want and take action”. Judiciously place an order blank in front of them and see if that works.
Try a close, this is meant to jog the person and get them to open up and react, possibly give you more information to work with or avenues to pursue to try different approaches.
This person is tough, as long as they are in front of you try everything you can think of, something may take hold.
(Second in a series of selling strategies based on customer type.)
Thank You
Joe D'Ambra
www.basicsofsales.com
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