I’m going, I’m not going … Making a purchasing decision in today’s environment takes courage. A lot of courage. Suddenly, all the Palestine Consumer Email List that, does not do your business. So how do you do it? Here are 5 key actions to convince your prospects to take action. You do not understand. Everything was going well with your prospect, the exchanges were good, all the signals were green. And then nothing. When you started talking big, your prospect pulled away. He tells you that now is not the right time or that he will come back to you in a few days after reviewing internally.
Those few days turn into weeks, then months. It will make you look good, but that’s the lot of all salespeople right now. And the reason is quite simple. Making a purchasing decision in the current uncertain environment is not without consequences. If the decision is not good, it can weaken the company or even cost the job of one or more employees. Making a purchase decision is like stepping out of your comfort zone and the reflex of any normal human being is to avoid it as much as possible. So, everything is a pretext to indefinitely postpone taking action. Salespeople must therefore take up two major challenges to convert their prospects into customers:
Contextualize your commercial offer
Reassure them; Limit the points of friction in its commercial process; For the first point, it is obvious: the salesperson must persuade his prospect that the decision he is about to make is the best. For the second, it’s more subtle. This involves making the commercial relationship more fluid, reducing the actions required to conclude an offer, and being available as soon as the prospect decides. How to meet these two challenges? Here are 5 actions to take! A lot of times, when your prospect distances himself after you have talked about big bucks, he was not mature enough to understand your offer. Your price reflects the quality of your products/services and the results they are supposed to bring. It’s obvious to you, but not to your prospect.
But if your prospect doesn’t see the full value your offer will bring them, they can’t understand the price. Logical no? It is for this reason that you must ensure that your prospect is mature enough before giving them a quote. To do this, the Lead Scoring technique should be experimented with. The previous point probably generates the following question: ” Ok, and what do I do if my prospect is not mature enough to receive my offer? Basically, you have the answer: you must feed its reflection to bring it to maturity yourself. I say ” yourself ” because otherwise, your prospect will feed on your competitors. For this, the technique of Lead Nurturing is essential. Either the prospect must resolve a problem before signing.
Configure automatic notifications
Either he needs to be educated to understand that signing is the best option; In both cases, you must send them high value-added content to meet their expectations. To make their buying decision, your prospect needs to validate that you are the best option for them and that taking action is essential, but we will come back to that. In order to persuade him that his decision to move forward with you is the best, you must personalize and contextualize your offer according to the elements that you have been able to gather during your previous exchanges. Too many salespeople make the mistake of only talking about their solution in their presentation. The key here is rather to start from your prospect’s problems, develop them and demonstrate how your offer will solve them.
This brings me to the second point: convincing your prospect that taking action is essential. This is essential because, in the current context, it will tend to favor the status quo. To do this, you have to use the cost of inaction argument. The question to ask your prospect here is compelling: What if you don’t take action? Very often, his answer will be enough to show him that the fear he feels today at the dawn of his decision-making is nothing compared to that which will feel if his scenario turns out to be right…! In the introduction, I spoke to you about eradicating the points of friction in your commercial process. The main one is this: not being available when your prospect wants to talk to you.