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How can you convince a customer to buy your product when they need more time to decide?

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You have a great product that can solve your customer's problem. You have done your research, presented your value proposition, and addressed their objections. But they still need more time to decide. How can you convince them to buy your product without being pushy or losing their trust? Here are some tips to help you close the deal faster and more effectively.

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Cedik Zoungrana

Sales Director | ML & AI | KNIME
Georges Haddad Doumit (Gito)

Enterprise Sales Executive I Entrepreneur I Digital Transformation I Tech I Startups I AI I CX I Growth & Performance I…
Md. Rifat Haque

Senior Sales Analyst at Ollyo | Tutor LMS

1 Create urgency

One of the reasons why customers delay their decision is because they don't feel a sense of urgency. They may think that they can wait for a better offer, a more convenient time, or a more pressing need. To overcome this, you need to create urgency by showing them the consequences of not buying your product, the benefits of buying it now, and the scarcity of your offer. For example, you can highlight how your product can help them avoid a costly problem, save them money or time, or improve their situation. You can also mention any deadlines, discounts, or limited availability that apply to your offer.

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Georges Haddad Doumit (Gito)

Enterprise Sales Executive I Entrepreneur I Digital Transformation I Tech I Startups I AI I CX I Growth & Performance I Father of three! :)
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Mostre o impacto positivo com dados concretos e destaque como ele economiza tempo e dinheiro. Ofere?a descontos por tempo limitado e vagas limitadas para criar urgência. Use depoimentos de clientes para gerar confian?a e mencione a perda de vantagens competitivas por esperar. Seja rápido nas respostas, agende demonstra??es e facilite a compra. Foque no valor e mostre porque essa é a melhor oportunidade para o cliente.

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Md. Rifat Haque

Senior Sales Analyst at Ollyo | Tutor LMS
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Instill a sense of urgency by highlighting the consequences of delaying their decision. Emphasize how your product can solve their problem or improve their situation, and the benefits of acting now. Mention any time-sensitive offers or limited availability to encourage prompt action.

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Ricardo Cruz

Retail Store Manager at T-Mobile
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Explain how this offer may not be here later and if they later decide they don't want the product, I would personally take it back with no obligation. (Provided this is an option in your organization)

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Felipe Medeiros

Agente de Negócios na Motorola Brasil, e Integrante do Grupo de Comunica??o TV Sarando!
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é preciso mostrar ao cliente que ele tem o recurso para adquirir, e oferecer vantagens que o fa?am perceber a urgência! Frases do tipo: “está acabando”, “é por tempo limitado”, “estamos com as últimas unidades”, funcionam de verdade!

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2 Follow up consistently

Another reason why customers need more time to decide is because they forget, lose interest, or get distracted by other priorities. To prevent this, you need to follow up consistently and keep your product top of mind. You can use different channels, such as email, phone, or social media, to communicate with your customer and provide them with relevant information, reminders, or incentives. For example, you can send them a testimonial, a case study, or a demo of your product. You can also ask them for feedback, questions, or referrals. The key is to follow up frequently but not annoyingly, and to add value with each touchpoint.

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Georges Haddad Doumit (Gito)

Enterprise Sales Executive I Entrepreneur I Digital Transformation I Tech I Startups I AI I CX I Growth & Performance I Father of three! :)
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Mapeie a jornada do cliente e personalize o acompanhamento. Seja proativo, mantenha contato regular e utilize ferramentas de CRM. Priorize a constru??o de relacionamento, ofere?a conteúdo relevante e acompanhe os resultados. Utilize incentivos, promo??es e programas de fidelidade. Seja paciente, persistente e ofere?a um onboarding eficiente. Foco: Construir confian?a, ajudar o cliente e oferecer valor. Resultado: Maior chance de fechar vendas e fidelizar clientes.

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3 Handle objections

A third reason why customers need more time to decide is because they have unresolved objections or concerns. They may have doubts about your product's features, performance, or compatibility. They may also have questions about your pricing, terms, or support. To handle these objections, you need to listen actively, empathize with your customer, and provide clear and confident answers. For example, you can use the FEAR technique to address their objections: Feel their pain, Empathize with their situation, Ask for clarification, and Resolve their issue.

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Ricardo Cruz

Retail Store Manager at T-Mobile
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If your customer says they need to think about it you cannot let them leave until you know why. Could be a sales pitch error and you can learn from it. Could be the customer doesn't have all the info or doesn't understand. You have to find out with some questions like, "Is there any unanswered questions you have? Do you need me to clarify more? What is stopping you from buying now?

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Georges Haddad Doumit (Gito)

Enterprise Sales Executive I Entrepreneur I Digital Transformation I Tech I Startups I AI I CX I Growth & Performance I Father of three! :)
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Ao lidar com obje??es em vendas SaaS, tenha um conhecimento profundo do produto e das necessidades do cliente. Abrace a obje??o como uma oportunidade para entender melhor o cliente e ajustar sua abordagem. Responda com clareza e objetividade, utilizando linguagem simples e honesta. Reforce o valor do seu SaaS com dados, estudos de caso e depoimentos. Adapte sua abordagem ao perfil do cliente e seja persistente, mas n?o insistente. Negocie com flexibilidade para encontrar um terreno comum. Aprenda com a experiência para aprimorar sua estratégia de vendas.

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4 Ask for the sale

A final reason why customers need more time to decide is because they are not asked for the sale. They may be waiting for you to make the move, to confirm their interest, or to guide them through the next steps. To ask for the sale, you need to be assertive, confident, and respectful. You can use different types of closing questions, such as trial closes, alternative closes, or direct closes, depending on the situation and the customer's readiness. For example, you can ask them if they are satisfied with your product, if they prefer option A or B, or if they are ready to sign the contract.

By applying these tips, you can convince your customer to buy your product when they need more time to decide. You can also build a stronger relationship with them and increase your chances of repeat business and referrals.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Cedik Zoungrana

Sales Director | ML & AI | KNIME
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In the past, I've often found that simple things can make a big difference, like challenging the customer. For many companies, it's standard procedure to let everyone mull things over and take some time before committing to months or years—it makes total sense. However, it's crucial to understand whether it's just the standard process or if there are deeper considerations at play. To find out, you have to ask and confront the customer with it. If the customer still has doubts and you're not sure what they are, then you haven't fulfilled your job in sales 100%, and a follow-up at this point wouldn't make sense because you haven't properly analyzed the customer's needs.

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How can you convince a customer to buy your product when they need more time to decide?

1

2

3

4

5

1 Create urgency

2 Follow up consistently

3 Handle objections

4 Ask for the sale

5 Here’s what else to consider

Technical Sales

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How can you convince a customer to buy your product when they need more time to decide?

1

2

3

4

5

1 Create urgency

2 Follow up consistently

3 Handle objections

4 Ask for the sale

5 Here’s what else to consider

Technical Sales

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