📄 Timing and how to not break the sale

They might seem like a perfect client for you, and they might seem really keen on working with you... and yet:

Indecisiveness, vacillating, no decision.

It’s a yes, but not a ‘hell yes’.

Whenever you’re in a situation like that, be careful not to break the trust buyer is building up.

And that doesn't mean trust in you - there's a far more delicate type of trust that a buyer needs, and it's trusting that buying is the right decision.

And that’s where many sales break.

They're on the fence, we want to help, and so we try to convince, explain, persuade, try yet another compelling argument.

The result?

We look needy, and the buyer shies away.

Whereas if you take it easy, sit back, ask more questions and take the pressure off, you’ll often find that the buyer shares concerns that haven’t been addressed yet.

Or, it might turn out they're simply not ready yet, for whatever reason is relevant in their world.

And when you can handle that ‘not ready’ elegantly, with a "No problem, let’s talk again in a few weeks", there’s a very big chance that when next you talk, they will be ready.

But if they aren’t, and you try to persuade them?

Then they probably won’t be open to you following up, and when you do they’ll feel that same kind of indecisiveness that stopped them in the first place - if not outright resistance.

A sale is a good thing for you, of course. And you should strive to get those sales.

But a sale is never right if it’s not the perfect time for the buyer.

After all, your business exists to serve your buyer, and your sales process should serve them just as much.

That's the whole secret of ethical selling: to make the sales process itself an act of service.

And so long as you don't try to rush or force things, sales will close, when the time is right - and they close faster than if you were to try and goad people into it.

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