You will often encounter people who are just poor decision-makers. Perhaps they’ve never learned some basic life skills and made some bad decisions. Now, they just procrastinate until they can’t wait any longer to make decisions, hence the cycle of making bad decisions continues.
As a professional salesperson, you need to know how to recognize procrastinators and help them learn sound decision-making skills. Some of the common traits among procrastinators include changing the subject, or allowing interruptions.
When the subject is changed and the conversation is headed in every direction except toward the sale, be ready with a question to bring them back to the subject at hand. Try these words:
“I sense that you’re not really ready to make a decision today, Mary. Is that right?”
She’ll probably say something like this: “Well, I really haven’t made up my mind yet about what I’m going to do.”
Now, Mary sees that you understand she’s not ready and thinks you will give up. But, as a pro, you’re ready to help her move forward. You say, “I understand. Can you tell me what your thoughts are thus far so I can tell if there might be some information I’ve left out of my presentation?”
Mary will very likely relax, thinking she can practically start over in the sales process, stalling the decision even further. And, you’re “taking the blame” for her indecision. You have not made her out to be a poor decision-maker.
However, while you help her to summarize her thinking, she should come to the conclusion that there’s really nothing else to discuss. If all of her questions have been answered and she admits it, there’s nothing holding her back from ownership but her signature on the paperwork.
With clients who allow interruptions during your presentation, try these words, “I understand how valuable your time is and I don’t want to take up any more of it than necessary. So, the fewer interruptions we have today, the sooner you can move on to whatever else is important to you.” Then, you would close the door, ask them to use the Do Not Disturb feature on their phone or suggest a move into a more private area to complete your presentation.
For some people, prolonging the sales process is a way of getting attention or making themselves feel important. They’re so busy. Look at all the people who need them. Look at all the plates they have spinning. Others are just very disorganized. Your goal is to help them focus, appreciate their time, interest and authority and to help them make wise decisions.
– Tom
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