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Don’t Force the Sale, Allow the Sale #497
Sometimes sellers in their zeal to win push and prod buyers into uncomfortable buying decisions. It’s always a good time for a seller to win a sale, but that’s not the case for buyers. Sometimes a purchase is part of a broader project that requires planning. Too often sellers forget that their timeline should be the buyer’s timeline. In this episode of the Tao of Sales Babble, we discuss the hazards of forcing a deal and the benefits of giving buyers space to decide on their own.
Today’s Chapter – Don’t Force, Allow
Whoever relies on Master Selling
doesn’t try to force decisions
or beat down buyers with logic and facts.For every force there is a counterforce.
Even if well intentioned,
It always rebounds upon oneself
Placing the sale in peril.The Master Seller does their job
and then stops.
They understand that the sale
is never completely in their control,
and that trying to dominate events goes against the will of the buyer.Because they believe in themselves
They don’t try to strong-arm buyers.
Content with themselves they don’t need others’ approval.
Since they accept themselves
for who they are,
the whole world accepts them.
Today’s Story – Let The Sale Breath
Chris had been working a large deal for quite some time and was finally able to schedule a sales call. The meeting went great! The buyers liked what they saw and believed the solution would be a good fit. Immediately Chris started closing despite being told by the buyers they had some other things to put in place first.
Chris heard what they said, but didn’t HEAR what they said. Every few days Chris would send a follow-up email, text, or voicemail to ask “Are you ready to buy? Are you ready to buy?” Soon the buyers got turned off and that was the last Chris heard from them. Chris was ghosted.
“What happened to that prospect?” Pat asked. :I thought they liked your presentation.”
It took a while but eventually, Chris shared the failed follow-up strategy. ”
Ohhhhh” Pat responded. “You tried to force them to make a decision. right? You didn’t need to do that. We have a great solution that provides great value. You should have faith that buyers will understand and in time, they will buy.
Next time you’re in this situation, let the sale breathe. It takes time for buyers to decide. If it’s a good fit, the deal will close and buyers will appreciate your patience and confidence. Trust in yourself, and trust in the product.
Take Action Quote
Newton’s Third Law of Motion states that “for every action, there is an equal and opposite reaction”. The zeal to close a deal often results in the opposite, despite the best of intentions. Lao Tzu said,
“Fame or the self, which matters more?
The self or wealth, which is more precious?
Gain or loss, which is more painful?”
Contemplate your desire for fame, wealth, and personal gain. Ask yourself do these expectations hinder your selling success? In some situations, this may be the truth. If you believe in what you’re selling give the buyer space to make up their own mind. Have a little faith that it will all work out.
How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is deeply understanding what buyers need, discerning if you can help, showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com
This is a production of Habanero Media https://habaneromedia.net
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