The popular television program, "Deal or No Deal" probably frustrates you like it does me. What is wrong with those people on the program? Take the DEAL! These are the words I shout from my home. It's also the words I secretly shout in my head to clients when I'm selling to them.
It would be great if life were that clear in sales. Salespeople are better off with clear answers from prospects and customers. When salespeople don't get a definitive answer, they pin their hopes on wishes and dreams. These hopes and dreams are later listed on prospect sheets that never become deals. We should be saying, deal or no deal to our prospects and eliminate the half truths.
When a prospect doesn't say YES, the sales time table extends. This time extension creates a real challenge for the salesperson. Each time the deal is extended, the chance of getting the deal is reduced. If the salesperson doesn't have a follow-up system, they will lose track of the opportunity and it will fade away.
Motivating Buyers To Make Deals
What is often odd about the decision process is that buyers are just as motivated as salespeople to make a decision of deal or no deal. Ironically, the buyer is often looking to the salesperson for assistance in making a decision. Unfortunately, many salespeople don't get this truth. If a salesperson decides not to extend the opportunity and forces the question of deal or no deal, they often get the deal.
Everybody wins when a decision is made by the buyer. If the buyer accepts the deal, you don't get stuck in limbo. If the buyer says "No Deal", the salesperson has two choices. One option is to move on to the next deal and don't look back. The other option is to put the buyer in a "Not Now" mode and remain in contact with them until the buyer is ready. In each case everyone is better off and time is not wasted by not making a decision.
Steve Martinez implements sales management strategies with a focus on automating sales for printing organizations. Selling Magic teaches businesses how to automate and customize ACT or Outlook with the best practices of sales management while integrating email marketing and technology for greater profits. http://www.sellingmagic.com
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