Why customers delay making a buy decision?
Quite often, big client / buyer delay their buying decision. Why this happend and how to avoid that?
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- Pascal Ho Ba Dam1324360757
I usually take the analogy of from prospect to clients with from dating girlfriend to marry a wife.
There are many steps from meeting the 1st time and going-to-bed or marrying a girl. You could ask yourself why is she delaying marrying me... I am ready though.
The reasons are always 2: 1 or the other. She is NOT READY or you are NOT THE ONE.
#1 she is not ready: have you done all the steps to persuade the client/girl that you are the one? From just touching her hand, you can not expect a overnight or wedding yet, right! It is not a matter of time but a matter of "closing the doors to the deal", value, need, product, price, delivery, payment... all should be OK, ready to act.
#2 she delays because you are not the one, something is not right you must change or wait... but then the answer is still no and she will go for someone else. In other words, you must change your product/yourself or you will not be chosen.
How you avoid that? you can't you can change people into deciding, especially if they are not ready. You can't decide a 20 years old to get into marriage/motherhood if she is not ready. You can check by asking "great questions" from the beginning. Most salespeople do not ask questions because they are afraid of the client and they think they need to speak rather than ask. For example, "How much does it cost you to wait?" or "how do you replace this product at the moment?" if she answers "I wait to get a better man" or "at the moment I am happy with a boyfriend (no wedding)", you know from that simple answer that yopu need to find another buyer that is ready.
In short, ask questions to find if you have a "prospect or a suspect".-
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hZWZmZhhl3GUl5aExaBkb-GkoGOYcFLJpMWoq4DHo5ifmatXc6xsm2pTcdGrrZenVW7VbW6eUp3Zppeky9TSg5_XnJeYaoOgydel0tHTlqPad9Wk01hr2XKab1qox6eVoKdbcJlzZJ-rpGqccliTo6aqx6WVzZRZn6tuZJyHmZSVlISh12qac4bS2dHJ2JCqz5WIbdlwZKBamWpobIhwsbA. - Tran Nam1324354130
Working in sale, sale decision often delay, this is a normal fact to count in any sale planning. However, we can minimize this.
I believe that the result of any sale depend very much on what you have done during qualifying your sale prospect. Some tips to share here.
When you are qualifying follow these steps:
1 Pain- Does pain exist? If so, can you find the way to express it in “ your customers own words”.
2. Power-Are you at power?
3. Vision- Can you articulate your value add proposition that fit with the client need and vision?
4. Value- Does your ROI reflect real value to the client and the organization?
5. Control- Are you in control of the process or is it controlling you? Try to remember that in the clients eye we are the experts. We need to act like it by setting milestones and go-no go's with the client along the way.When closing be sure to review the pains they provided you at qualifying. Remember he can argue with your assessment but not with his own words.
Lastly, people make logical decisions for emotional reasons. Remind your customer why he considered your solution to begin with.
Life happens while we are making other plans so you need to remind him that delaying his decision only prolongs his pain and worsens his problems.Good luck
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hZWZmZhhl3GUl5aExaBkb-GkoGOYcFLJpMWoq4DHo5ifmatXc6xsm2pTcdGrrZenVW7VbW6eUp3Zppeky9TSg5_XnJeYaoOgydel0tHTlqPad9Wk01hr2XKab1qox6eVoKdbcJlzZJ-rpGqccliTo6aqx6WVzZRZn6tuZJyHmZSUm4Sh12qac4bS2dHJ2JCqz5WIbdlwZKBamGhqcYhwsbA. - Phat Minh Tran1324363587
.Hien Duy,
.theo mình nghĩ thì yếu tố "giá" thường trì hoãn quyết định mua hàng của khách hàng .biết là "tiền nào của nấy" nhưng họ vẫn muốn "đảo" thêm vài vòng với hy vọng tìm được một đơn vị khác cung cấp sản phẩm tương tự với mức giá mềm hơn
.ngoài ra thì yếu tố "bảo hành" cũng không kém phần quan trọng .các cty thì luôn hô hào ta đây có "dịch vụ hậu mãi ân cần" và sẽ "chăm sóc khách hàng chu đáo", nhưng hỡi ơi khi có chuyện gì xảy ra với sản phẩm và gọi điện đến yêu cầu "bảo hành" thì họ lại viện đủ lý do để đỗ lỗi cho bạn chứ không phải do nhà sản xuất!
.nói chung thì khi một người đi mua hàng, họ sẽ luôn tìm đến "chất lượng" trước, kế tiếp là "giá", và sau cùng là "dịch vụ"
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hZWZmZhhl3GUl5aExaBkb-GkoGOYcFLJpMWoq4DHo5ifmatXc6xsm2pTcdGrrZenVW7VbW6eUp3Zppeky9TSg5_XnJeYaoOgydel0tHTlqPad9Wk01hr2XKab1qox6eVoKdbcJlzZJ-rpGqccliTo6aqx6WVzZRZn6tuZJyHmZSVlYSh12qac4bS2dHJ2JCqz5WIbdlwY6BalmZoWqGysQ.. - Micheal Pham1324366604
My biggest reason for delaying "pulling the trigger" has mostly been due to the fact that the money isn't always there/available. Many times I have to develop the costs to justify the project, and in order to develop the costs I need quotes or bids. Once those are assembled I can pitch the idea and if/when those with the money agree to the project then I can proceed. Sometimes the project doesn't pass this point, other times the decision takes longer than expected because of business questions or technology questions that need to be answered prior to proceeding.
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