From Hesitation to Contract
Charles Anderson
Peak-Performance Sales Coach - I help experienced B2B sales professionals fast-track their sales success by Conquering the Battles Within. Please text me at 339-927-2746 for a complimentary sales planning call.
In sales, overcoming client hesitation can be the difference between stagnation and success. A seasoned software salesperson recently employed the Human Dynamic Selling Model to navigate a pivotal moment with a hesitant prospect, leading to the signing of a significant $250,000 contract.
The salesperson’s journey began with human connection, building rapport, listening attentively, and understanding what was important to the prospect, crucial pillars of the Human Dynamic Selling Model.
However, as the deal progressed, the prospect increasingly hesitated to move closer to signing a contract. The salesperson was stumped, but instead of convincing the prospect to buy by overwhelming them with data and pitching her products, she conducted a thorough investigation to identify the underlying factors contributing to the prospect's hesitation.
She reviewed the modules of the Human Dynamic Selling Model's Buying Motives and Change Motives. This examination revealed that the hesitation stemmed from employees' discomfort with the potential disruption the proposed product might bring to their roles, causing the prospect to hesitate in moving forward with the purchase.
领英推荐
The prospect recognized the benefits and necessity of the purchase, indicating clear reasons to move forward. However, their hesitation was primarily due to a "Change" issue, the natural resistance many people and organizations feel toward altering established routines, processes, or systems.
Once the root cause of the hesitation was identified, the salesperson met with the employees and managers whom the purchase would impact. Through empathetic listening and sharing stories of similar organizations that had expressed comparable concerns and how they had successfully addressed them, she alleviated their fears and built confidence in the proposed solution. This approach fostered a sense of understanding and trust, ultimately encouraging the prospect to sign the contract.
Close More Profitable Deals!
To explore how the Human Dynamic Selling Model can assist you or your sales team in transforming hesitation into closed deals, CLICK HERE to schedule a complimentary discovery call—or Text at 339-927-2746.