Prospects Buy on Their Time

Don't you just hate it when a prospect doesn't buy from you when you think they should?

Sales trainer Steve Martinez knows the feeling, especially the sense of confusion regarding why they won't buy now. "We have a tendency to expect prospects to see our viewpoint and when they don't make the move we expect, we wonder why," says Martinez. Here's what he has to say on this frustrating subject:

Most prospects aren't ready to invest when we expect or want them to.

So, the question is, what do you do when they aren't ready to buy?

1. We can piss them off and hammer them with other options and try to close harder.
2. We can seek to understand their point of view and then offer a solution that matches better.
3. We can wait until they are ready and keep them on the drip-marketing list.
4. We can question them and try to identify what is the hidden reason(s) they aren't ready.

Most of the time, an objection is really a question. It could be more than one question and the secret is to understand what is rolling around in their heads. The customer could be waiting for just about anything and they could just feel that they aren't ready. In many cases, the customer doesn't agree with you that you have proven your point and developed the value you will give them to part with the investment.

It could also be that they aren't ready - it could be that simple.

If they aren't ready, they aren't ready and you might be better off waiting for them, just not forgetting them.

Too many salespeople and businesses don't have a plan to keep themselves at the top of their prospects' minds so that when a prospect is ready, they will move forward with an opportunity. You have to create top of mind awareness. Be the one that has a plan, be the one that your prospects don't forget and you will win more deals. Create and develop a sales pipeline that creates and develops the relationship for you, automatically with a drip marketing campaign. Your prospects will ripen like fruit on a tree and you will generate a harvest of over flowing opportunities. You just need a plan that does this for you.

Steve Martinez is a leading authority on automating and systemizing the selling process. His company, Selling Magic, LLC teaches businesses how to simplify, balance and automate the complex selling process. Learn more at http://www.sellingmagic.com