\u200bIt\u2019s every salesperson\u2019s worse nightmare \u2013 the non-urgent buyer. The buyer who says they are in no rush to make any type of decision. In fact, they may not even buy at all according to them.<\/p>\n
You know what this typically is? B.S. \u2013 buyer strategy! It\u2019s important to understand that the buyer\u2019s number one strategy is to appear non-urgent in front of a sales person.<\/p>\n
So how do you close the \u201cnon-urgent\u201d buyer?<\/p>\n
#1: Mindset. Recognize That They Are More Urgent Than They Might Appear.<\/strong><\/p>\n People always have something better to do than spend their time with a salesperson. Am I right? Actually, I think that if we asked people \u201cHey, what\u2019s the worst thing you could think to do right now?\u201d They would probably say: #1: deal with their cable company, #2: go in for major surgery or #3: spend time with a sales person.<\/p>\n That said, if they are standing in front of you talking to you, it probably means they are more serious about making a purchase decision than they are letting on. Don\u2019t shy away from closing questions \u2013 go all in!<\/p>\n #2: Help Them Increase Their Own Urgency<\/strong><\/p>\n Creating urgency is not about being pushy or manipulative. The best urgency is showing the buyer how their life or business will improve once they buy your product or service and how. Inversely, your buyer\u2019s\u00a0current dissatisfaction with their present circumstances will only be prolonged and possibly exacerbated if they\u00a0don\u2019t\u00a0buy.<\/p>\n Paint the picture. Talk it through. Have the buyer describe what life looks like if they don\u2019t make a change or a purchase decision. Show them the future dissatisfaction that comes with indecision and allow them to lead themselves to the logical conclusion (a.k.a \u2018the close\u2019).<\/p>\n #3: Introduce The Idea of What Happens If They Wait To Buy<\/strong><\/p>\n Let the buyer know what might happen if they wait \u2013 will the opportunity to purchase be gone? Will the price go up? Will they have to wait longer?<\/p>\n When done in the best interest of the customer, having a clear \u201cwhy buy now message\u201d is helpful\u00a0to them in their decision making process. As long as you are being truthful, explaining the downsides to waiting is actually in the best interest of your buyer and also your responsibility.<\/p>\n Don\u2019t let buyer strategy derail you. Recognize that all buyers have urgency even if it\u2019s not directly apparent. They are standing in front of you, assume the urgency and go for the close!<\/p>\n","protected":false},"excerpt":{"rendered":" \u200bIt\u2019s every salesperson\u2019s worse nightmare \u2013 the non-urgent buyer. The buyer who says they are in no rush to make any type of decision, and may not even buy at all. You know what this typically is? B.S. \u2013 buyer strategy! It\u2019s important to understand that the buyer\u2019s number one strategy is to appear non-urgent in front of a sales person. So how do you close the \u201cnon-urgent\u201d buyer?<\/p>\n","protected":false},"author":12,"featured_media":28656,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"acf":[],"yoast_head":"\n