As a business owner or sales associate, you want to maximize sales from every customer who approaches your business. While some sales are as simple as showing off your products, some customers take up your time with wavering doubts and indecision. Before writing off these prospects altogether, try to deal with the sales indecision by earning a much-needed sale. After all, money is money, even if you have to work a little harder to convince some people of your company's value.
Address any concern the customer is voicing. If he is wavering on the price, tell him how the investment will benefit him, whether monetarily or otherwise. Salespeople should research a prospective client and the product to be able to waylay any concerns and close the sale.
Guess at the customer's concerns if he is having trouble voicing them. As an experienced salesperson, you should know the various reasons why someone might not want to invest in your product or service. Take the initiative to prove these concerns wrong before the indecisive customer has a chance to mention them.
Share real customer testimonials and anecdotal experiences. If you notice the customer wavering, mention how another customer found the item successful, such as a businessman holding a successful business meeting that earned him millions while on one of your five-star yachts.
Ask what the next step is or what you can do to push the sale along. It could be as simple as "What can I do to get you into this Ferrari today?" or "Let me know how I can help you reach your decision by the end of the month." This may coax along your indecisive customer.
Let customers go if their indecision is causing your business more harm than good. Drop customers when indecision starts impacting your business in a negative way, whether through lost work hours or lack of sales. If it takes 100 hours of convincing to get as much profit from a particular customer that would normally take five hours with another, it is time to look for other clients.
Know when to give your customer a break. Walk away to take a phone call or talk to your manager so the potential client can discuss the sale with associates without your presence.
- Jupiterimages/Photos.com/Getty Images