Would you believe me if I told you that the way you sell is directly related to the way you buy? Well, it’s true! We accept from others what we accept from ourselves.
David H. Sandler put it this way:
Only decision makers can get other people to make decisions.
If you are slow to make decisions, compare all your options, and take time to think things over, then you’ll be empathetic to a prospect that wants to do the same thing. On the other hand, if you identify what you want, establish a budget, and immediately buy whatever it is once you find it, then when a prospect says they want to think things over, a red flag will go off.
Now, let’s be clear. I’m not advocating that you make rash decisions or that you become the stereotypical pushy salesperson. What I’m encouraging you to do is look at the similarities between the way you make major purchasing decisions and the way you deal with stalls, put-offs, and objections from prospects.
If you have an indecisive person — force yourself to start making decisions quicker than you normally would.
If you have a prospect that needs to “think it over” — force yourself to at least get a clear timeline of when the decision will be made or what’s preventing them from making a decision.
You might also be interested in:
