People buy when they are ready to buy

 

Is the relationship with your client one of Selling or Buying? Walk in expecting to sell to your prospect and you will probably soon be walking out again with no Sales. The hard fact is people buy when they are ready to buy. Not necessarily when you want to sell to them.

 

And whether it’s a Selling or Buying approach, remember NO is not final. It’s not that they don’t want your product – they are just not ready yet. Try to force the pace and you will be pacing out the door!

 

Also forget at your peril another key cornerstone of successful Selling – people buy from people they like. Usually; there are times people buy when they have to. However, usually they like to like the person they are buying from. As a result this all takes time. So we might be selling but the buyer is buying, and they will be happier feeling in control.

Control

Feeling in control is not the same as being in control. As a Sales person we like to control the selling process, and so we should, so we can do it right! However, the buyer needs to feel the rapport (more of that on other pages) and this is not done quickly. It is true that the prospect will decide quickly (maybe two minutes) if they MIGHT want to do business with us. It does not mean that they will, just that the door is open. The process to the selling or buying is just beginning. Above all, before we can sell the prospect has to want to buy from us first.

 

Keep in the back of your mind, well actually the prefrontal cortex is in the front of the brain, but that doesn’t sound right; that your desire to reach a quota, get sales, impress your company, or any other reason is of little importance to your prospect.

 

The moral of the story is not about selling or buying but ‘we can sell when the buyer is ready to buy’.