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What To Do When A Customer Won't Commit

We’ve all been there. You have had a few calls with the potential customer that you thought went well, you’ve done a demo, you have sent numerous follow-up emails and texts, but you still can’t get them to sign the dotted line and get onboard. You know they want and need what you are offering, but their lack of commitment and indecisiveness is driving you crazy.  Your boss is looking at your sales numbers and keeps reminding you daily that you need to sell, sell, sell. So now what do you do? 

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Post Conference Checklist

You got on an airplane, picked up your rental car and checked into your hotel. You put on some nice clothes, met a lot of interesting people, and learned some cool new things.

The conference ends and you go back to your hotel room. You take off your shoes, change clothes, and begin thinking about your trip back home and what faces when you get there. The kids, the dog, you need to do laundry and go to the store, etc.

Hold on. You just attended a conference that comes with expenses and your boss expects to see a return on his/her investment.

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Are You A Salesperson Or A Problem Solver?

There are two different kinds of salespeople. Your traditional “salesperson” wants you to buy their product, whether you need it or not. It is their job to sell.

Then there is “the problem solver.” They listen to your wants and needs and explain how their product can help your business. If they can’t figure out a way to help you, they will acknowledge this and they will walk away.

Be a “problem solver.”

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