Sales Techniques to Prevent the Canceled Sale

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Has a prospect ever told you they wanted to buy, and then changed their mind? Or they bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. Were you left wondering how that could happen when they seemed so excited and on board? If you’ve never experienced this you’ve got to be green. Every beginner and many seasoned professionals experience this and they don’t understand why it happens. The explanation is actually pretty simple, and you have yourself to thank for the result you got.

The decision making process is highly emotional. These buyers are hot to buy and appear to know exactly what they want. You’re all excited because you’re thinking this is going to be one of the easiest sales you’ve ever made.

Yet it all falls apart. You fell into a deadly sales trap and you didn’t even realize it. You fell into the trap of thinking the reason they told you they wanted to buy was the real reason or an important reason to them. But these buyers aren’t really clear about their need or what they want even though they seem to be. They get caught up in an idea and think they want to buy, but then they start thinking about it and they realize that they really don’t need what your offering or they really don’t want what they thought they wanted. They seem to do an abrupt 360 in their thinking and you’re left holding the bag.

You can circumvent and avoid this. Help the prospect to clearly understand that there is a need and that the need is important. You have to help the prospect to solidify in their mind exactly what they want to do, why that’s important, and why it’s important to take action now.

Asking good questions is the easiest way to help the prospect through this thought process. An over eager buyer tries to move to far too fast without a strong foundation as to why they want to buy, so you need to get them to take a step back to help you understand why they need what you have. The quickest way toward a sale is to step back and build a good foundation.

One of the best ways to help the prospect to build their own case for purchase is asking probing questions. Because people hate to be wrong they won’t be likely to back away from the sale later. As you have your sales discussion both you and the prospect have the same information at the same time, so you’ll reach the same conclusion and that means a sale for you if you’re a match.

About the author: Cheryl A. Clausen can help you get unstuck. Wonder how your Sales Skills measure up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out.

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Article Citation
MLA Style Citation:
Clausen, Cheryl A. "Sales Techniques to Prevent the Canceled Sale." Sales Techniques to Prevent the Canceled Sale. 28 Dec. 2009. uberarticles.com. 26 May 2012 <http://uberarticles.com/miscellaneous/sales-techniques-to-prevent-the-canceled-sale/>.

APA Style Citation:
Clausen, C (2009, December 28). Sales Techniques to Prevent the Canceled Sale. Retrieved May 26, 2012, from http://uberarticles.com/miscellaneous/sales-techniques-to-prevent-the-canceled-sale/

Chicago Style Citation:
Clausen, Cheryl A. "Sales Techniques to Prevent the Canceled Sale" uberarticles.com. http://uberarticles.com/miscellaneous/sales-techniques-to-prevent-the-canceled-sale/

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