In my thirty years of sales and marketing experience I have had to deal with many clients who cannot make a decision. They literally procrastinate and delay moving forward for many reasons. As a small business, the survival of your business may depend on the positive outcome of many sales calls. If your main prospects are all vacillating, you will need to move the sales process to the next step.
So why do procrastinators procrastinate?
People procrastinate because they don't know what the next step is. If they don’t know what it is, they can’t take it. It's that simple!
If you are currently dealing with a procrastinator who professes real interest but keeps putting you off, you’re probably dealing with a genuine procrastinator. They don’t procrastinate intentionally. It’s just in their Buying DNA.
Here’s a great question to ask to help you get the ball rolling with all the procrastinators you encounter. Please don’t underestimate the potency of this question.
“The Great Question”
“What would have to happen”for you to place an initial order of three units of our new XYZ product?
The key words are, “what would have to happen”?
Trust me, it works.
Insert whatever is appropriate for the situation after the phrase, “What would have to happen...?”
This question works like magic. It literally forces the procrastinator to think what the next steps ought to be. He tells you what the steps are and at the same time he tells himself what the steps are.
I can’t tell you how many times I've seen this work. It may be the single best way to un-procrastinate procrastinators.
FloodLight Tip of the Month – You have to ask questions.
One of the keys to closing the sale is the opening dialogue. The best way to get a conversation going is to start with really good questions. With great questions you will open up a great dialogue with your prospect and develop rapport over a shorter period of time.
You can judge the quality of your questions by the quality of the responses. Not asking intelligent and prepared questions trips up more business people than anything else.
One of the best ways to close more sales in less time is to ask rock-solid questions. Good questions eliminate all the guesswork and assumptions. Put your key questions together and bring them to every meeting to start creating better relationships.
So why do procrastinators procrastinate?
People procrastinate because they don't know what the next step is. If they don’t know what it is, they can’t take it. It's that simple!
If you are currently dealing with a procrastinator who professes real interest but keeps putting you off, you’re probably dealing with a genuine procrastinator. They don’t procrastinate intentionally. It’s just in their Buying DNA.
Here’s a great question to ask to help you get the ball rolling with all the procrastinators you encounter. Please don’t underestimate the potency of this question.
“The Great Question”
“What would have to happen”for you to place an initial order of three units of our new XYZ product?
The key words are, “what would have to happen”?
Trust me, it works.
Insert whatever is appropriate for the situation after the phrase, “What would have to happen...?”
This question works like magic. It literally forces the procrastinator to think what the next steps ought to be. He tells you what the steps are and at the same time he tells himself what the steps are.
I can’t tell you how many times I've seen this work. It may be the single best way to un-procrastinate procrastinators.
FloodLight Tip of the Month – You have to ask questions.
One of the keys to closing the sale is the opening dialogue. The best way to get a conversation going is to start with really good questions. With great questions you will open up a great dialogue with your prospect and develop rapport over a shorter period of time.
You can judge the quality of your questions by the quality of the responses. Not asking intelligent and prepared questions trips up more business people than anything else.
One of the best ways to close more sales in less time is to ask rock-solid questions. Good questions eliminate all the guesswork and assumptions. Put your key questions together and bring them to every meeting to start creating better relationships.
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If you need help creating your Best Questions Click here!!
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Donald Robichaud
President
FloodLight Consulting
250-768-9415
http://www.floodlightconsulting.com/
http://donaldrobichaud.blogspot.com/
Donald Robichaud
President
FloodLight Consulting
250-768-9415
http://www.floodlightconsulting.com/
http://donaldrobichaud.blogspot.com/
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