{"id":3174,"date":"2016-12-08T09:28:37","date_gmt":"2016-12-08T14:28:37","guid":{"rendered":"http:\/\/www.jcmcom.com\/jcmblog\/?p=3174"},"modified":"2016-12-08T12:39:45","modified_gmt":"2016-12-08T17:39:45","slug":"how-do-you-handle-your-prospect-when-they-say-i-need-to-do-more-research-before-were-able-to-make-a-buying-decision","status":"publish","type":"post","link":"http:\/\/www.jcmcom.com\/jcmblog\/2016\/12\/08\/how-do-you-handle-your-prospect-when-they-say-i-need-to-do-more-research-before-were-able-to-make-a-buying-decision\/","title":{"rendered":"How do you handle your prospect when they say \u201cI need to do more research before we\u2019re able to make a buying decision?\u201d"},"content":{"rendered":"

How many times has a prospective client stalled a sale by saying, \u201cI need to do more research before we\u2019re able to make a buying decision?\u201d<\/strong><\/em><\/p>\n

Before you get violently ill from that flashback, take a breath and allow me to help you understand what triggers this need for prospective buyers to seek out more information.<\/p>\n

So what exactly what triggers \u201cI\u2019ll Think About It!?!\u201d<\/strong><\/em><\/p>\n

Keep in mind there are some legitimate reasons such as \u201cI need to talk it over with my significant other.\u201d Or perhaps your prospect communicates they need to reassess their priorities because they have other goals to consider. Both of those are legit so empathize with them and ask questions.<\/p>\n

Our job with \u201csales\u201d is to move our product or service onto the \u201ctop\u201d of their priority list.<\/p>\n

So keep in mind when you hear \u201cI need to do more research before we\u2019re able to make a buying decision\u201d … essentially that\u2019s another way of the prospect saying that \u201cthey have an \u2018Information Disconnect\u2019 that exists between what you\u2019ve communicated about your product\/service\u201d and what they understand. A disconnect makes your prospect immediately assess how he\/she sees you aligning with their priorities. This misalignment instantly leads them to skepticism and worse\u2014confusion. And what would you do if you were in their shoes? I\u2019ll bet you\u2019d do nothing, nada, zero, zilch. Status-quo baby! You\u2019d probably go elsewhere to see if there\u2019s a vendor who makes it easier. Ummmm.<\/p>\n

I humbly introduce the concept of \u201cInformation Disconnect\u201d and we\u2019ll discuss what causes clients to delay making a buying decision from YOU at the point-of-purchase.<\/p>\n

All too often this \u201cInformation Disconnect\u201d exists because you the seller knows a lot about your product\/service. You know all the features, benefits, functionality, fit \u2026 but unfortunately\u2014your buyer knows or understands very little.<\/p>\n

I\u2019ll bet your products are so detailed that the customer is having a hard time absorbing all the \u201cdata dumping\u201d you\u2019re sharing with them. So when the customer is overwhelmed, they will say \u201cI\u2019ll Think About It\u201d because they\u2019re trying to reconcile their \u201ccrazy-busy\u201d schedules with the info you just laid on them. Your \u201cpitch\u201d seemed so complicated that now they\u2019re bringing the word \u201cchange\u201d into the equation. \u201cChange\u201d means work and that adds to their load.<\/p>\n

It\u2019s a natural response.<\/p>\n

Think of it this way \u2026<\/strong><\/em><\/p>\n

Imagine if you were twice the physical size of the client you were standing next to \u2026 the size difference between you represents just how how much knowledge & information each of you possesses on your specific product\/service. Size represents what\u2019s relative to what you know\u2014twice as much\u2014versus what your buyer doesn\u2019t know\u2014half as much. Can you now see the visual \u201cInformation Disconnect?\u201d You, the seller has all this data, and they, the buyer, feels helpless.<\/p>\n

What if during your presentation, you simplified the info so the prospect gets it and you are able to look them right in the eye? You\u2019re on the same level … the same \u201csight line\u201d \u2026 get it?<\/p>\n

So you must move them away from \u201cInformation Disconnect\u201d to \u201cInformation Connect.\u201d Give your prospect just enough information to allow them to make a decision immediately.<\/p>\n

When you can simplify your information to the point where your customer and you are at the same \u201csight line,\u201d they will get it and you will be in total alignment. You\u2019re no longer looking down upon them.<\/p>\n

It\u2019s all about simplify, simplify, simplify!<\/p>\n

 <\/p>\n

How exactly do you do that?<\/p>\n

Two quick options.<\/p>\n

1) Use everyday common language.<\/strong><\/p>\n

Jargon, technical terms and acronyms automatically trigger the human brain toward \u201cbuyer\u2019s remorse.\u201d It happens when the customer does not understand. They become uneasy. And quickly it\u2019s \u201cexit stage left!\u201d<\/p>\n

2) Use analogies or examples to help illustrate the information exchange.<\/strong><\/p>\n

Use visuals, a \u201chow-to\u201d demo or drawings to help layout your product\/service. The more you know about your prospect, the better you can understand how they receive information best.<\/p>\n

When the customer gets it, you\u2019re moving closer to being in alignment with them.<\/p>\n

 <\/p>\n

At the end of the day, it always comes down to the \u201csecret sauce.\u201d And exactly what is the recipe?<\/p>\n

It starts and ends with T-R-U-S-T!?!<\/p>\n

TRUST is your defense against \u201cInformation Disconnect\u201d and misalignment.<\/p>\n

Help your prospect to understand enough \u2026 not all, but enough data to move them from \u201cI\u2019ll think about it\u201d to \u201cHow soon can we get started?\u201d<\/p>\n

AGAIN! What\u2019s the \u201cgap filler?\u201d<\/p>\n

T-R-U-S-T!?!<\/p>\n

Employ our sales advice and it will certainly help you overcome \u201cInformation Disconnect,\u201d thus removing \u201cI need to do more research before we\u2019re able to make a buying decision\u201d from the equation.<\/p>\n

We\u2019re JC Marketing Communications\u2014
\nwishing you a very blessed week!
\n860.621.8866<\/p>\n

 <\/p>\n

 <\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

How many times has a prospective client stalled a sale by saying, \u201cI need to do more research before we\u2019re able to make a buying decision?\u201d Before you get violently ill from that flashback, take a breath and allow me to help you understand what triggers this need for prospective buyers to seek out more […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[1],"tags":[],"_links":{"self":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3174"}],"collection":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/comments?post=3174"}],"version-history":[{"count":20,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3174\/revisions"}],"predecessor-version":[{"id":3195,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3174\/revisions\/3195"}],"wp:attachment":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/media?parent=3174"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/categories?post=3174"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/tags?post=3174"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}