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Assume they will Buy
25.01.2011
One of the “truisms” of sales presentations is that if you are not fully confident of the value of your offer, the customer will sense it. We don’t exactly know how they sense it, and it isn’t a conscious sense, but something just doesn’t feel right to them, and they generally don’t buy.
Many salespeople have experienced lean periods, when, no matter how hard they tried, they just couldn’t make a sale, and only after they relax, and stop trying so hard, do the sales come again.
One of the things we do when things aren’t going well is expect problems. We hesitate, waiting for the objections to come. Sometimes we actively seek them out by saying things like “any questions?” just before we (should) close the sale.
If you didn’t really believe in the value of your offer you wouldn’t be asking the person to buy, would you? So, given that you have effectively identified their needs (sales tip 4), and have explained how your product or service meets those needs, the most natural thing is for the customer to buy (sales tip 5). In which case, assume they will, with an appropriate question such as “so, when would you like delivery?”
This tip was provided by:
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