There’s a simple truth in sales. People buy when they’re ready, not when you need to make the sale. And readiness always comes down to priorities. Theirs!
Unfortunately, priorities can shift suddenly, making a deal you thought was solid vanish without warning. And if your prospect ghosts you, you’re left wondering what went wrong.
The reality is, people have just 2 to 3 top priorities at any given time. If your solution doesn’t make that list or falls off it, something else takes over. The question is: how much of this can you control?
In sales, your job is to help prospects understand the implications of not taking action and the benefits of moving forward.
One useful sales framework is SPIN selling where you ask Implication Questions which delve into the consequences and impact the issues are having while emphasizing the urgency of finding a solution.
Then move into Need-Payoff questions which encourage realising the benefits of resolving their issues while helping them visualise the benefits of taking action now.
When I work with clients, we focus on uncovering both tangible and intangible stress points, along with the positive outcomes of taking action. The goal is to help them decide: yes or no.
And yes, sometimes that decision is “no.” That might seem counterintuitive, but I’d rather hear a firm “no” or “not right now” than face endless follow-ups and radio silence. It’s far better for everyone’s energy and focus.
Have you got deals on the table which appear to be going nowhere fast? I can help you figure out what’s going on and rescue them.
