What To Do When Customers States They Should Buy
Often if the sales process has been effective a buyer could say that they think they “should” buy your product or service.
Is This A Buying Signal - Or Not?
Should is a very general word. When someone says that they SHOULD buy something, it might mean that they understand the logic or reasons to make a purchasing decision. However, it may also be a sign that they are not motivated to buy (emotion sells).
Or it might be that they have some negative perception or concern that you have not yet uncovered amd is unconsciously holding them back. You must uncover the prospects perceptions, ask questions. If they have a negative perception or attitude take the time to deal with those issues. Remember, your job is to help them remove the obstacles — help them buy, make it simple and effortless.
Sales Strategy
Make sure you are prepared to deal with any possible problems, issues and roadblocks. If you cannot, ask for permission to investigate and get back to them. Leave the door open. Many a deal has gone sour due to not nailing down all the specific issues and roadblocks. If you don’t nail down the issues and roadblocks you may have just prepared your customer to buy from the next sales person that is willing to deal with the customers problems, issues and roadblocks.
Tip
Watch for buying signals - listen for intent. Often the comment that they think should buy is a cry for more information or a desire for assistance in making the purchasing decision.
Remember, selling is a process. Be patient, follow the process through to the end. Why?
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