How much information do your prospects need to make a decision?
Well, that’s a great question and one you should be asking them. You could overwhelm them with data and information that they don’t care about and see where that gets you, but I’d recommend a different strategy.
It is true that people want to rationalize their decisions and you would be wise to give them what they need to do just that, but never forget that decisions are made in a part of the brain that doesn’t understand words, more or less data, and isn’t particularly happy about getting overwhelmed. When you find your prospects avoiding making a decision, remember they may be in flight, fight, or freeze mode if they are feeling overwhelmed.
If you want them to thaw from the freeze, check in to see how they have made decisions in the past and how that compares to where they are now. The process will most likely be similar and if you understand it and they know you understand it, there’s a comfort that comes that can help thaw the freeze.
If they are fighting you, fall back, make certain you aren’t defensive and engage in dialog (NOT EMAIL dialog) about why they wanted your services in the first place. Those who work with us know the “why’s” as Core Buying Reasons and understand that those core buying reasons are what is driving the decision to buy.
If they have flown the coop (flight), so to speak, you should seriously reflect on where things went wrong in your sales process and address it head on. Never make the prospect wrong so you can be right; it’s a lose-lose proposition.
Of course the best way to avoid the fight, flight or freeze response is to stick to your sales strategy, stay in rapport, be genuine and grounded.
Now, if you don’t have a super-duper effective, up-to-date sales strategy, or know how to use it…. Call us!
