Most of the time, it is relatively easy for an experienced salesperson to complete the transaction and convince an interested customer to make the purchase.
If you don’t want to lose the revenue and future possibilities from this person, you must know how to close the sale.
Get Clear Information
Why isn’t the prospect moving forward?
Make sure you know the answer to that question instead of just assuming you know. That may mean asking the person why they aren’t ready to commit. Perhaps he is afraid to say what the problem is on his own, so the person uses delay tactics.
Once the issue is out in the open, you can deal with it.
You may need to ask what it would take to make the person commit. She may want a better deal, a discount or change in price.
Other times, the hesitation is not about money, but about another aspect of the deal. Sometimes it doesn’t even pertain to you.
If you determine the problem is on the customer’s end and you have no power to resolve the issue, then you can move along to someone else.
Determine who is the Decision Maker?
Sometimes the person you are talking to is not the one making the decision, but only the person gathering the information. This is most often seen in B2B relationships, but it can also happen with B2C as well.
Maybe it is the wife or husband doing the investigation but not the one making the final decision. It may be adult children doing research for their elderly parents.
Find out who makes the final decision and talk to that person if possible.
Set a Timeline
Some people are just bad at making decisions unless they are forced. It may take a deadline to get them to commit.
Don’t be afraid to say something like “I’ll call you back on Friday at 2 p.m. for an answer.” Just make sure you follow through.
Once the person has a deadline, it is often easier to focus. He can close out the distractions and determine what the next move is. By Friday, he will have an answer for you.
Get It Right from the Beginning
It is often hard to close a difficult sale if you have not done a good job of winning over the prospect from the beginning.
As the article, “Tips on How to Close a Difficult Sale”, says, you have to sell the buyer on your products. You must have enthusiasm for what you are selling.
You must also maintain authenticity to your product or the enthusiasm will seem insincere.
Don’t back away when you come across a potential customer who is a hard sell. Look at it as a challenge and work to win him over.
Once you win that first difficult client, you will feel empowered to convince anyone of what your business has to offer.
About the Author: Joyce Morse is an author who writes on a variety of topics, including business and sales.