Nov 12 • Sales and negotiations
Beware of the "nice" prospect
If you have been selling for quite some time, you have run into the "nice" prospect. The one who does not volunteer any doubts. The one who seems (keyword seems) to agree with you at every turn. The one who you are absolutely sure is going to buy...until they don't. They seem so nice and invested, but they don’t pull the trigger when the time comes to do so.
So, how do you deal with such a person? How do you get them to tell you the truth? You do this by stating that buying may not be in the cards for them. That can be implied by you saying something like, "It seems like some part of this does not work for you," or "It sounds like there is something about this that will stop you from purchasing it." The fear is often that if you say something like this that they will question what you sensed that caused you to make such a statement. However, the truth is that if you read their thoughts and feelings accurately, it should cause serious prospects to share with you whatever does not work for them about your product. Then, you ideally have an opportunity to directly address what is really keeping them from buying.
And what more could you ask for than that, especially if they have been so "nice" to you up to this point?
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Beware of the "nice" prospect
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