How to make an indecisive customer to buy from you as a salesperson?

 

At one time or another, all of us want to buy something but don't know how to go about making an intelligent choice.

Who is an indecisive customer?

An indecisive customer is a person who is willing to buy from you but can not make up his mind on a particular good or service.

One major obstacle that frequently prevents customers from buying is the stress of making a decision. An indecisive customer is afraid of making a bad choice and getting stuck with the consequences. And the greater the purchase, the greater the fear. As a result, it's common for customers to get caught up in the paralysis-by-analysis syndrome.

Indecisive customer want you to take the weight of decision making off his shoulders, recommend a choice for him, and reassure him that he is doing the right thing. Do it.

The message you want to convey, in a sincere, confident manner, is "Buy this. It will serve you better." Then explain more.

Below are some of guidelines to follow the when a customer who cannot make up his mind.

1. Make sure that the custo nomer has authority to make a decision-

As a sales trainer, Alan Cimberg puts it, "If you are selling hand organs, make sure you are not speaking to the monkey." Very often a customer know what he or she want but the final decision is going to be make by the boss, the spouse, a committee, or someone else. If you suspect that this may be the case, ask if someone else will be involved in making the purchasing decision.

2. Ask, listen, and learn before recommending-

In medicine, prescription without diagnosis is malpractice. Take a similar approach with your customers and find out what their problems, needs, tastes, and preferences are before offering a recommendation. 

Questions that begin with "who, what, when, why and how" are usually the best for finding out what a customer's wants and needs are.

3. Make a recommendation and tell the customer why.-

People buy emotionally and justify with logic. In most cases the undecided buyer wants you to make the buying decision for him and give him one or two reasons to convince him that it's the right choice.

4. Don't give the customer too much options.-

Even if you know that there are lots of choices, just pick one or two, recommend them, and tell why. Too many choices is a major cause of indecision and can only frustrate an already indecisive customer.

You as a salesman, don't need to give indecisive customer much options.

This can make such indecisive customer to go elsewhere.

5. Be caring, confident, and decisive in your tone of voice and behavior.-

Indecisive buyers will respond to firmness and decisive action because that is precisely what they are looking for.

Follow this guidelines and you will see changes.

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