Selling is tough no question, and it makes it all the tougher when a prospect is very hesitant to selling tactics and is very untrustworthy or nervous in general. You can be the best salesperson there is that is authentic, focused on the needs of the customer, and thoughtful in your conversational skills, but if you are just dealing with a prospect that is super hard to sell to and doesn’t easily part with their money, sometimes you just need to become a consultant for them. You need to just put the sales conversation on the back burner for the moment and just be real with them. Just let them know that you are truly there for them and want to help them, and if nothing becomes of the sale because of that, it is totally okay, because you just want them to walk away better than they started.
When a salesperson is able to just relate to the prospect and relieve all the pressure from sales situation, they are able to more easily move forward in the conversation and make a decision. And once the prospect is comfortable again, then the salesperson can reassume their role and continue the sales conversation. Sometimes people just need a little encouragement and support as they go through the conversation and take decisive action one way or the other.
BoweryJE22
This is a good reminder that not every buyer is compatible with what you are selling. Even if the sale doesn’t happen, still lead the buyer in the right direction and give them information. Maybe they will even come back to you.
I agree with this, I believe it is just as important as selling to make sure that your prospects are being led in the right direction.
I agree, I believe it is always important to point the prospect in the right direction even though you might not be the best fit for them. You should always have their best interest in mind. At the very least it looks good on your part that you have their best interest in mind.
This is so true, and loosely relates to the “go for no” policy. Ultimately, there are going to be customers that you do not really match well with, and that’s okay. At that point, you should try to be helpful to the customer, which is what you said here. Well said Collier.