Throughout their careers, sales and commercial professionals must face many obstacles to close more sales . And one of them is dealing with undecided or insecure customers.
The secret to getting through this fairly common situation is to act strategically to understand the customers’ objections and control the difficulties in the negotiation process. Only then will you be able to finally complete the transaction.
Often, the lack of trust and the need for approval from third parties cause customers with an indecisive profile to ask many questions, and even bring others to help and give their opinion on their purchase.
Our goal with this article is to provide you with useful information that will help you deal effectively with these types of clients, and that will allow you to conduct a successful and effective sales process.
Find out more below!
Possible reasons for your client’s indecision
We’ve all thought twice before making qatar telegram data a purchase , right? So, it’s completely normal for your customer to have doubts about the product or service they’re hiring.
Some of the reasons why the potential customer has not yet made the purchase may be:
He doesn’t trust you
An insecure person may feel little empathy with a salesperson. The solution is to show your customer that he is not just another sale, but that you really want to help him find something unique that solves his problems and satisfies his needs.
This will help you gradually build your credibility as a sales consultant.
He really doesn’t want to buy
You need to learn to distinguish between optimize your text with keywords a customer who is interested but appears to be otherwise, and one who arrives at your website by chance. This way, you will be able to identify whether or not it is a qualified lead .
You are buying options
An undecided customer is often the best kind of customer . Do you know why?
Because making their purchase with you (after, of course, a long period of research and doubts before reaching the moment of truth) means that they really discovered that your option is the best, so you will have a good chance of finding it.
Feels pressured
If you, as a salesperson, ask too many b2c reviews questions: be careful! Often, an overly attentive or helpful attitude is the worst enemy when dealing with an undecided customer . The best thing to do is to give them their space.
It doesn’t have much information
Considering the above point, a customer feels more confident about their purchase when they do their research. In fact, customers who are considered unsure are the ones who approach sellers the most.
How to identify an undecided client?
There are 4 fundamental elements to identify an undecided client:
- ask specific questions;
- They need a lot of time to think;
- They want to know all the alternatives;
- They are always accompanied by a third person.
In terms of body language, it is very easy to identify an insecure client. They are generally introverted people, who walk slowly, with their arms crossed.
If they are sitting, they tend to cross their legs, and remain attentive to everything the salesperson says, listening and observing, barely speaking when they consider saying something important.
Another important characteristic is that they do not like to be pressured. In fact, they run away at full speed if a salesperson wants to make a quick sale.