6 Tips For Overcoming Buyer Hesitation.

Are you finding that most of your prospects just aren't ready to buy right away? They blow you off, drag their feet, and come up with all sorts of objections.

Don't despair! It's not personal. And it doesn't mean that you're a bad salesperson. It's just part of the game. If everybody were ready to buy right away, sales would be easy and anybody could do it.

Your job is to overcome those objections and accelerate the sales process. Here are six strategies that can help:

1. Identify the deal-breakers.

When customers hesitate to make a purchase, there is usually something specific that holds them up. Your first step is to find out exactly what is causing them to second-guess their decision. Ask what their "deal-breakers" are. Without this critical information, you will have no idea how to position yourself to overcome their objections. Knowing their breaking point will help you figure out if a deal is even possible, and what your bargaining chips are in the ongoing negotiations. Asking about deal-breakers can also help you gauge how serious the customer is about making a purchase. If they are unwilling to share this information, it may be an indication that they are not fully committed to the negotiation process. In either case, understanding the customer's deal-breakers is an essential part of successful salesmanship.

2. Concentrate on the small victories.

Sales is all about persuasion. And, as any good salesperson knows, the key to persuasion is getting customers to say "yes" - even if it's just to one small thing. This "foot-in-the-door" approach is crucial for successful salespeople who want to smoothly get their prospects to commit to a sale, despite any hesitation they may have.

Of course, simply getting a prospect to agree to receiving more information isn't enough. You need to encourage them to do something that requires at least a little bit of commitment, like joining a webinar or attending a product demonstration. Offer to send educational materials and schedule a follow-up call to see if there are questions or comments. Only then will the prospect's "yes" be meaningful in terms of making a future sale.

3. Retry the 'needs discovery' step.

The needs discovery process is one of the most important steps in the sales cycle. It allows you to understand what your customer's problems are, and whether or not you can actually help them out. If you are struggling to close the sale, it is worth going back and revisiting this process.

When speaking with a prospect, be sure to pay attention and ask plenty of questions. This will help you to understand their business operation, current processes and which products they are already using. With this information, you will be able to identify their needs and offer a solution that meets their requirements. By taking the time to discover your customer's needs, you will be in a better position to successfully close the sale.

4. Prove your credibility.

Credibility is important in any business relationship, but especially when you're first starting out. One way to build credibility with potential customers is to show them how you've helped other companies like theirs in the past. Marketing materials like testimonials, reviews, awards and case studies are all great ways to do this. Showing that you have a proven track record of success will go a long way towards convincing them that you're the best partner for their business. So if you're looking to build credibility and establish trust with potential customers, make sure to showcase your past successes.

5. Leverage other decision-makers.

When trying to sell a product, it is important to consider all of the people who could be impacted by the purchase. Usually, there is more than one person involved in the decision-making process. For example, an end-user might identify a problem and then pitch the idea of purchasing a product to their manager. However, the manager may need buy-in from an executive before moving forward. Finally, the purchasing department will need to determine the project’s budget and sign off on the transaction. Therefore, it is important to engage every decision-maker in a buying organization until you find at least one person who is excited and motivated about the product.

6. Know when to cut your losses.

No one likes to admit defeat, but sometimes it's necessary in business. If you've been working with a prospect and you can't seem to close the deal, it may be time to move on. Many prospects have legitimate objections that your company simply can't overcome. In these cases, it's best to cut your losses and refer the prospect to a competitor. This way, you can focus your energy on deals that are more likely to close. Not only is this considerate to the prospect, but it will also save your business time and money in the long run. So, if you find yourself at a dead end, don't be afraid to walk away. Sometimes, it's the best thing you can do for your business.

Selling to hesitant buyers is a challenge, but with the tips above, you will find yourself overcoming objections and closing more sales than ever before.