They’re probably the five most dreaded words in a salesperson’s vocabulary. As soon as this phrase leaves a prospect’s lips, the rep’s day takes a turn for the worse:
“Now’s not a good time … “
Buyers often get cold feet in the final stages of a deal. And you know what’s a fantastic remedy for indecision? Procrastination. Why make a choice today or tomorrow when you could revisit the project in a month? Or six months?
Salespeople know that buyers punting a decision to an indeterminate date down the road usually means the deal will end in a no-decision. So it’s critical to turn the sale around ASAP.
The following SlideShare from RAIN Group can help salespeople amp up the urgency once more. Take a look to discover three tactics to get a derailing deal back on track.