5 WAYS TO KILL INDECISION IN YOUR PROSPECT’S MIND

#1 Don’t Present Solutions Until You Are Absolutely Clear On Needs

Too many salespeople talk about solutions much too early in the process.

This creates dissonance in the prospect’s mind, as they are unsure during the

presentation how the solution you are providing will help their situation

#2 Get the prospect to envisage the

better future with your solution

This ‘better future’ might include higher profits, better productivity, lower wastage,

increased turnover, lower staff loss or something similar. When the prospect is

convinced that they need that better future, it creates awareness in their minds of the

changes that have to be made to achieve it.

#3 Make the changes they have to go through as painless as possible

So many prospects see change and associate it with pain. They are indecisive because the ‘pain’ they have to go through to get your stuff outweighs the benefits they will receive from going through it. If they are going to have to go through change in some way, ensure you explain how easy it’s going to be to achieve it

#4 Highlight The Current Reality And How It Really Needs To Change…And Quickly

The main reason for procrastination and indecision is because the buyer doesn’t associate enough pain to not changing the status quo. They are content or even happy with what’s happening and it won’t be worth the effort to make the change. If you help them see the result of NOT changing now, you open up the opportunity for the change to take place sooner rather than later.

#5 Show Proof That Your Solution Has Helped Other Prospects Just Like Them To Improve Their Business Outlook

Imagine seeing a short video of another company in your industry who has benefitted by using the solution that’s being presented to you. You see how it has helped them overcome difficulties or improved their output. If you had the same solution, you would see the same results. Wow, won’t that make you feel that making the decision will be valuable to you?

These five ideas will help you accentuate the benefits of your prospect making the decision now, rather than having to put it on the back burner.

Try highlighting what they will see as a result of making that decision, and you’re

very likely to kill off any indecision anxiety for good.

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