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Customers Who Think Too Much

by LauraJames
4 replies
When I am dealing with customers, some simply keep putting off making a decision whether to do business with my company. Basically, it is as if they are thinking too much, and are afraid to make any type of commitment.

I have some theories/methods I use at times. I would appreciate learning what others do to respectfully get customers to the next step in the process.

Thank you.
#business #customer #customers #success #thinking
  • Profile picture of the author Tsnyder
    Originally Posted by LauraJames View Post

    When I am dealing with customers, some simply keep putting off making a decision whether to do business with my company. Basically, it is as if they are thinking too much, and are afraid to make any type of commitment.

    I have some theories/methods I use at times. I would appreciate learning what others do to respectfully get customers to the next step in the process.

    Thank you.
    They aren't thinking about. They are politely telling you no.
    There's an old adage in sales... everything but yes means no.

    They aren't afraid of commitment, you just haven't shown them
    value that they believe is equal to, or greater than, the money
    you want them to pay.

    Tsnyder
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  • Profile picture of the author dv8domainsDotCom
    Sheesh! Jedi mind tricks? Cust hesitation is hard. Possibly too much info? Not enough? It could be anything, but have you asked why THAT individual is hesitating? Or are you giving too much time to think? Sometimes you just have to assume the "sale" and if you've already met what you think would BE the objection, and it's a good thing for THEM, then you should be able to jump right into "ok, great! This is a perfect start for you. I will start tomorrow, and by this time next week YOU will have X,Y,Z, which is EXACTLY what we discussed that you need! Will this meet your timeframe?"
    And then just shut.UP.!!! (first person to speak after that ?-mark loses.
    Part of sales is a semi-agression when it comes to the landing (modifying the basic outline above works for many tele- or f2f sales. Just put the pen right on top the paper and make 'em feel awkward if they don't "sign"
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  • Profile picture of the author Trivum
    Threats of physical violence work for me.

    Seriously, though, some of it may be your offer and/or approach, but some of it is just people and the way they are. There are different types in the world. And they are all at different points in the buying process at different times. And they handle themselves differently at those different points.

    If you want to be a great salesperson, then you have to study these different basic types, and you have to study what type of persuasion works with them. ... To be REALLY good at this will take LOTS of work (unless you're born with a natural talent to unconsciously recognize a type and the persuasion that would work with them).

    But the good news is you don't have to be REALLY good at it. You can be moderately good at it and do okay. Or you can become good at cutting the unripe ones loose. ... Let someone else put in the time teaching them and convincing them. (Actually, they have to convince themselves, but they use others along the way to get them to that point.)

    Eben Pagan has some good stuff about this, I believe, if you want to get into it.

    In any case, REALLY good salespeople study selling and can sell all sorts of people. Other people do just fine (and often much more than fine) finding people that they can resonate with and talk to without a lot of "techniques." ... In either case, your heart has to be in it.
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  • Profile picture of the author phpnetpro
    This is definitely an interesting topic. Ultimately, there are some people that you will never convince to buy something from you - no matter how hard you try. Yes, I'm even talking to the over-confident sales people out there that think they can sell a ketchup popsicle to a woman wearing white gloves.

    Despite what anyone tells you, there are simply unsellable people out there. Some of these people like to try to waste your time too, because they know that you are trying to sell something to them.

    The psychology of sales actually works both ways, which is something that hardcore salespeople may not realize. If you are trying too hard to make a sale, some people will pick up on that fact and make you jump through hoops just for their entertainment.

    I do consider myself to be semi-aggressive when it comes to sales, but I am over the smothering aggressive type. I like to make myself known to the person I'm selling to, lay out the reasons why they need to buy something and then make a call to action. After that, I leave it alone. Why? Because it annoys me when other people try to oversell something. More or less, I try to put myself in the consumers' shoes when I am selling something. I figure if I can convince myself to buy something then I might convince others because I am VERY hard to convince. In fact, I can proudly say that I have never spent a single penny on any kind of online money making system, ebook, informational product, etc. And yes, I make a nice living working online and have been doing so for 15+ years.
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