What do you do if your potential customers are hesitant and resistant to closing deals?

Establish + Educate Establish credibility and trust by educating your potential customers about the value and benefits of your product or service, highlighting how it addresses their specific needs and solves their problems. Tip: Provide relevant information, personalized recommendations, and educational resources to empower customers with knowledge and insights, demonstrating your expertise and commitment to their success.

When facing hesitant customers, prioritize building trust as the cornerstone of your approach. Transparency, empathy, and patience are key in this endeavor. Demonstrate genuine interest in their needs, actively listen to their concerns, and validate their feelings before presenting any sales pitch. Remember, trust is cultivated over time through consistent actions aligned with their best interests. By fostering a strong rapport based on trust, you pave the way for successful deal closures in the future.

For me the simplest and most effective way to think about building trust is being as eager to sell as you are to walk away. What I mean by this is if you are only asking questions around why it could and should work the prospect will think oh here is another sales person. What I would encourage is equally focusing on asking questions around why it won't and couldn't work along with how they could do it internally. By being truly focused on if this is a good or bad fix and voicing these ideas and concerns will immediately get your prospect on your side figuring out if it really does make sense to proceed.

Normalmente estar hesitante tem rela??o com obje??es. A forma mais simples de tratar obje??o é verificar se ela é realmente importante. Ent?o, refa?a a pergunta ao cliente de uma outra forma, reafirmando a obje??o dele. Caso ainda confirme, dê uma solu??o à obje??o e diga: se removermos este item, você se sente mais confortável e podemos seguir adiante? Aten??o que normalmente s?o conjuntos de obje??es, entre elas algumas verdadeiras e outras falsas. Aprenda a identificar as falsas (armadilhas) e as verdadeiras!

Listen + Empathize Listen attentively to your potential customers' concerns and empathize with their hesitations, gaining valuable insights into their needs and pain points. Tip: Practice active listening techniques, ask open-ended questions, and demonstrate genuine empathy to establish rapport and build trust with hesitant customers.

Prioritize active listening in sales interactions Pay attention to both verbal and non-verbal cues Focus on understanding customer concerns and hesitations Tailor responses to address specific issues raised Reassure customers effectively by addressing their concerns Demonstrate value for customer input to strengthen the relationship.

“The biggest communication problem is we do not listen to understand. We listen to reply,” Stephen Covey. I always try and remind myself of this quote prior to going into a meeting. Instead of thinking of yourself as the salesperson and the prospect as the target I encourage you to try and think of both sides of the coin. What often happens is we hear the same problems over again and assume the issues they create are the same, however, we have to go in with an open mind because the same problem in two business can cause different issues. If we are listening to understand we prevent jumping to assumptions and losing trust, instead we dig deeper to truly understand the situation.

Acknowledge customer concerns directly and honestly Avoid dismissing or minimizing their fears Provide clear, factual information to address their worries Utilize product knowledge and experience to answer questions effectively Offer tailored solutions that cater to their specific needs Demonstrate expertise and prioritize customer satisfaction Use reassurance to break down barriers to closing the deal

This is quite similar to active listening. Everyone has concerns, everyone! The goal of the conversations is to understand where these concerns are coming from and understanding the effect they could have. I am always so surprised by how letting your prospect talk they often solve their own concerns if given the space to. If they do not, by active listening we can fully understand concerns and then I always like using the sheep effect and sharing very similar instances of similar customers and how they overcame the concerns.

Adressing concerns is essentiel. Concern are a form of fear. As per Senecca's famous quote “We suffer more often in imagination than in reality." It is important to give the fear a name. Most of the time the fear is much bigger the any possible bad outcome. Be courageous and ask, it s probably the best way to close the sale!

Identify and understand the specific needs and pain points of the customer Highlight the benefits of your product or service that directly address these needs Emphasize the solutions and improvements your offering provides rather than just listing features Use storytelling to illustrate real-life examples of how others have benefited from your product or service Help customers envision the positive outcomes and how your offering can improve their situation Guide them through the decision-making process by demonstrating the value proposition in a compelling way

For me the best method I have found to communicate value is the SPIN methodology due to its simplicity and effectiveness. What I try get to with the customer is the ability to say: Situation: high-level this is what is going on in the company. eg. doing very well and growing. Problem: the problem they are facing. eg. hiring is very manual and takes a long time. *Implication: what happens if we do not solve the problem? eg. not hiring means we are not hitting our targets we agreed with our investors. Need Pay-off: how your product addresses this. eg. automating your hiring process will free up time and enable you to smash goals. This framework can be used in conversations and emails to continually paint the picture of the value.

In most luxury brands, quality is good. So you need to explain why it is exceptional and link it to the wonderful story of the house that will illustrate the long-standing values of the company. This will certainly help the client to relate and develop their trust.

Acknowledge + Clarify Acknowledge your customers' objections and clarify any misunderstandings or misconceptions they may have about your product or service, addressing their concerns head-on. Tip: Anticipate common objections and prepare persuasive responses backed by evidence, testimonials, or case studies to alleviate doubts and instill confidence in your offerings.

Embrace objections as opportunities for deeper engagement and education Probe to understand the underlying concerns behind the objection Utilize product knowledge and sales skills to address objections convincingly Reframe objections as chances to reinforce the value proposition of your offering View objections as steps towards overcoming hesitations and closing the deal

We hear objections in every conversation we have, again, every objection even if it is the same wording comes from a different place. Prior to dealing with objections, ask open ended questions and for examples to really flush out what the concern is. And now it is up to you to be a "good" salesperson and what I mean by this is if it is a valid concern be brave to admit it, provide a workaround and walk away if needed. By being open and honest we give ourselves the best chances of a successful deal. And if it is not a good fit for them but we have built trust they might just introduce us to someone else in their network.

Follow-Up + Reassure Follow up with potential customers after initial interactions to reinforce your commitment, address any lingering concerns, and reassure them of the value and benefits of choosing your product or service. Tip: Stay engaged with timely follow-up emails, phone calls, or personalized messages, expressing gratitude for their interest and offering additional assistance or information as needed to overcome resistance and close deals.

My advice, assuming we don’t know the reason for the resistance, is to ‘level’ with them. I have been in this situation many times and the best conversational direction to take is simply to give your observations and ask the prospect for their view. For example, “It seems like we have been discussing this for a while now and I am sensing a hesitancy to move forwards. Usually that means either you are not seeing the value in progressing this conversation or I have done a poor job explaining something! What is really stopping you from moving ahead?”. Better for everyone to get this on the table so you can take the best next steps for the prospect, even if that means walking away.

Leverage Social Proof: Showcase testimonials, case studies, and success stories from satisfied customers to build credibility and confidence in your offerings. By highlighting real-world examples of how your products or services have delivered value to others, you can help hesitant customers overcome their reservations and feel more confident about moving forward with the deal.

Guide + Support Guide your customers through the decision-making process with personalized support, offering guidance, reassurance, and assistance every step of the way. Tip: Offer customized solutions, flexible options, and transparent pricing to empower customers to make informed decisions aligned with their goals and preferences, minimizing uncertainty and maximizing confidence.

There are a lot of bad sales people. There are a lot of CLOSERS that are only interested in the extra money and not at all in the client. To build a reputation, for the brand and for the sales associate, manipulation techniques should be banned. TRUST is the number one strength to close a deal, and many others following the first purchase. Selling is an ART, not a job. It s a proper career.