When we are selling anything, there is no doubt that there is a process and a timeframe to selling. You don’t want to sell to quick but you equally don’t want to sell too slow and lose the sale. After reading “How the Right Message at the Wrong Time Loses the Sale,” and listening to Adam Evans, there are three questions that you need to ask at the right time to ensure you do not blow the sale. The tree questions that you need to make potential customers ask is, why should I buy now, why should I buy here and why should I buy from you? If these questions are not asked in this order, you could lose the sale because you are giving away the right information at the wrong time. I am going to elaborate over this three question in brief.
Why should I buy now?
Careful not to over pressure the now. If you are faced with a customer who doesn’t know if it is the right time to buy, due to financial reason or because they are content with what they have, show them how your product will make their life better. If they are not even sure that they want to buy, pressure will only push them away more.
Why should I buy here?
Once you get an interested buyer, you need to convince them why your product is what they need. If it is not a perfect match, you have no sale. You need to show the customer how your product will fill their need the best.
Why should I buy from you?
Then you have a committed buyer. Once you inform them and show them what their solution can be, you need to convince them to buy. At this point they need to hear why you have the best option.
It is important to remember these questions, in order, because if you do not, you could lose the sale because you are trying to say why you are the best option but the customer does not even know why they need to buy right now anyway. Take it step by step and know the customer and their needs.
testacr22
Good points about pressure. Pressure for the immediate sale, will likely only drive them away. Gently showing them how the benefits of the product will add value to them is a far better strategy then pressuring for a close. If you do your job well, the close should be a natural step and not require any pressure from you. It happens often that customers pressured into a deal (even the right deal) may call you the next day to say the deal is off. A natural, mutual close is how you avoid cognitive dissonance.
I think that you are right in that the order here is so important. This also goes along well with what we have been discussing in regards to not answering the unasked question and no pain no sale. If you start an interaction with the “why to buy from me”, you still haven’t laid a foundation of customer need. They won’t be interested in hearing what you have to say until you take the time to listen and help them understand “why now” may be best time for them to make a purchase.