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If It Fits They’ll Buy It #490
Stop me if you’ve heard this one. One day a lady was walking down the street and she noticed a dress in the shop window. Instantly she thought that it might be the perfect dress for the wedding she was attending that weekend. She immediately walked into a boutique and asked the sales lady “May I try on that cute dress in the window?” The sales lady replied; “Absolutely ma’am, but wouldn’t you be more comfortable in a dressing room?”
This is master selling! The sales lady understood that what the buyer said, was not exactly what she wanted. Great sellers can read between the lines. But as in most sales, buyers often want to try a new product before buying. We see this all the time with freemium apps and 30-day money-back guarantee trials. This requires patience to give buyers the chance to “try it on” and that’s the topic for today.
Today’s Chapter – TRYING ON A COAT
To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.When people see some things as beautiful,
other things become ugly.
When people see some things as good,
other things become bad.The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality and never force.If they can help, they will.
If not, they leave it alone.
Today’s Story –
Pat and Chris met for a 1-on-1 to walk through the month’s sales pipeline. There was one deal that seemed to be stuck. It was a moderate size deal, not too small, but not that large. Chris avoided talking about the deal but with Pat’s urging, Chris conceded it wasn’t moving.
“I’m not too sure what to do,” said Chris. “We set them up with a free pilot and they’re using it. I keep on top of them, asking if they have any questions. They say they’re fine and still looking. One of their staff accidentally shared that they’re piloting one of our competitors. I’m just not sure what to do?”
“Have they been using the customer success hotline?” asked Pat.
“Yes ”
“And you can see them using it every day?”
“Well not every day, but at least once a week, especially on Friday mornings”.
Pat paused. “We may have exactly what they need. But then again maybe not. Stay in dialogue and keep trying to help and discover if there are any gaps in our offering. It doesn’t do any good pushing them to close. If they’re not ready, they’re not ready. Let’s stay positive and keep helping.”
Take Action Quote
Gertrude Stein famously said, “Whoever said money can’t buy happiness simply didn’t know where to go shopping.” Although buyers might seem distant during a sale, secretly they hope you have the solution to all their suffering. But if you only have a partial solution, that may not be enough value for the buyer to buy. It’s a case of the Golden Rule – they who have the gold rules. In this case, it’s the buyer who has the gold and their desires rule the day. All you can do as a seller is offer to help. If it fits, they’ll buy it.
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