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? 

Foxie has a team of top-notch salespeople who understand the struggle and the reality of what it is like when you have put a lot of time and effort into the sales process, but you just can’t seem to get the deal done. This is why Foxie has compiled a list of five strategies into a one-minute read that you can employ when dealing with someone who is right there and ready to buy but is endlessly stalling. 

1. Ask about their concerns – Reach out to the customers and ask open-ended questions to uncover their questions or concerns. Actively listen to their responses and recap them so your notes will accurately reflect their objections and uncertainties.
2. Provide additional information – Once you understand what their concerns are that are holding up the sales process, provide them with the necessary information that will help alleviate their doubts. Highlight your products’ features, benefits, and pricing options. Address all the concerns that they just mentioned to you to help put their mind at ease and add their signature on the closing paperwork.
3. Demonstrate value – Clearly explain the value and need for your product or service. Explain how it can provide tangible benefits, solve specific pain points that they have mentioned, and how your product/service can deliver a unique advantage over its alternatives.  
4. Offer alternatives – If the customer mentions specific needs or concerns that were not being addressed by what you have previously discussed, explore alternative solutions. This is where Foxie flourishes, by recognizing exactly what the customer is looking for and making the necessary changes to meet their needs. Our team of technology wizards can customize our current offerings to meet the requirements and desires of our customers. You should too.
5. Create a sense of urgency – “Patience is a virtue” applies to many things, including sales. But there comes a time when you must either get the deal done or cut bait and all parties move on. Highlight the major benefits of what you are offering, explain how pricing changes over time and the best deal is the one they are currently being offered. Reiterate that you are available for any questions they may have and that you are looking forward to working with them. 

Foxie knows that building trust and having a great rapport is crucial when hoping to seal the deal. Focus on being honest and transparent and empathize with the customer by seeing things from their perspective. By addressing their concerns and showing how you can provide value, you will increase their confidence in you and make it much easier for them to make a purchasing decision.  

Be engaged with your customers...call me at 866-BE-ENGAGED (866-233-6424), text START to FOXIE (36943) or if you prefer, just shoot me an email at smcclellan@foxie.com.

I'm looking forward to speaking with you soon!