Decision Time

“Well, let me think about it and I’ll get back to you.

Have you ever run into this response when asking a closing question? Yep, so have I. It’s one of the most common stalling techniques that customers fall back on. This is because MAKING A DECISION is one the most uncomfortable things for them to do.

It’s one of the most common stalling techniques that customers fall back on because you’re asking them to do something is one the most uncomfortable things for them to do.

They don’t want to make a decision because they lack confidence and certainty in themselves. They doubt you because they don’t trust or believe in themselves. They’re not delaying because of you, the price, the product, your company or anything else. It’s because they’re afraid of making a mistake and need your help in boosting their confidence and certainty to make a decision today.

Don’t shy away from these reactions. After all, it IS your job to help customers deal with the internal pressures and reactions keeping them from getting what they really want, isn’t it?

Once you understand the power, inner pressures that kick in when they have to decide anything, you’ll be able to better help them get past them and they’ll get what they really want!

 

Daniel Jacobs, 2017

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