I was working with a potential client in Delhi. They were interested in my solution. We had a productive first meeting and they were delighted.
After the meeting, they promised to finalise the solution in the next meeting but even after multiple meetings & calls, the client was...
Not moving forward with the purchase.
I was curious as to what was stopping them from moving ahead with the purchase. I enquired multiple times but every time they had a similar response:
"We are still considering it."
After thorough deliberation, I knew what was wrong here. It was my biggest enemy in Sales - The customer's comfort zone.
They were used to their existing setup and were unsure of change and that's stopping them from moving forward.
Yes, change can be difficult for any customer especially when the existing solution is working well. So, unless they clearly see:
1. Shortcomings of their existing setup
2. Strong Business Case/Value Proposition of the new solution
They won't move forward.
Realising this, I quickly put together a business case and ran across their management. And, voila, this proved to be the best sales tips as they released the PO in the next 3 days.
There are two more enemies in Sales that stop your customers from moving forward with purchases and they are:
2. Pricing &
3. Cheaper Competition.
How to deal with that?
I will be covering this in detail in my upcoming Sales Webinar:
Best Persuasion Skills to convince customers and double your conversions.
If you are interested in attending it, register here
[ First 10 comments get a complimentary seat]
If you are interested in learning more about my upcoming 3 days intensive Sales Bootcamp for Sales Executives on
Authoritative Selling - Persuasion techniques to double your sales conversion,
checkout the details here
All the Best.
See you in the Webinar.
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