𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐨𝐧 𝐭𝐡𝐞 𝐅𝐄𝐍𝐂𝐄

In sales, we often encounter a customer who just can't seem to make up their mind.

They hover on the edge of a DECISION.

➝ Teetering between a “yes” and “no”, leaving us scratching our heads in FRUSTRATION.

But, have you ever stopped to consider what might be holding them back?

As sales representatives, we need to point the finger at ourselves.

➝ Meaning, “I’m” doing something wrong during the sales call.

However, the customer could be grappling with their own LIMITED BELIEFS.

Such as:

- Perception

- Doubt

- Need

- Fear

𝐋𝐞𝐭’𝐬 𝐩𝐞𝐞𝐥 𝐛𝐚𝐜𝐤 𝐭𝐡𝐞 𝐨𝐧𝐢𝐨𝐧 𝐨𝐧 𝐅𝐞𝐧𝐜𝐞-𝐒𝐢𝐭𝐭𝐞𝐫𝐬:

⭕️ It's too expensive: The customer fears the investment won't pay off or that they can't afford it, even if the VALUE is perfectly clear.

⭕️ It's not the right fit: They may doubt whether the product or service aligns with their unique requirements, leading to HESITATION and indecision.

⭕️ Change is scary: Stepping out of their COMFORT ZONE might seem daunting, especially if they're accustomed to their current way of doing things.

⭕️ They don't deserve it: IMPOSTER SYNDROME can rear its head, convincing them they're not worthy of experiencing the benefits your offering provides.

⭕️ They'll regret it: Fear of buyer's remorse looms large, making them SKEPTICAL to commit, even if they genuinely desire the solution.

So, how can you help customers overcome these beliefs?

Ask questions like,

- “If you were to implement [X], what would that do for you?”

- “What would happen if you did [Y]?”

Build TRUST by providing the customer space to sit with their thoughts.

By empathizing with their concerns, addressing their doubts, and providing them with the information, support, and reassurance they need to make an informed decision.

Remember, sometimes all it takes is a little bit of understanding.

➝ Put yourself in the customer’s shoes.

EMPATHY is a good thing.

Happy selling.