Business by Design this month has some advice on how to seal the deal when prospects get cold feet.

THIS MONTH:
+ Words You Hate to Hear
+ Don't Fall for the Stall
+ Silence, Please...

WORDS YOU HATE TO HEAR
In your mind, it's a done deal.

You sit there with pen in hand, bursting with excitement, dreaming of how you'll spend the money once your prospect signs the contract.

Suddenly, from across the table, the Words from Hell:

"I'll have to think about it."
-or-
"I want to get other bids."
-or-
"I need to talk to my husband."

Some call it "procrastinating," some call it "delaying." Maybe you just call it "frustrating."

The more prospects drag their feet making a commitment, the more it takes a toll on your bottom line. It costs you more than just money. It costs you time.

Why do prospects stall?

Two reasons, really. Either they're not comfortable with your proposal, or they have a hidden concern they haven't told you about. Maybe they can't afford it, or they lack the authority to make the decision.

A stall may be a sign that you failed to qualify your prospect, and didn't find out if he/she has:

+ The NEED for your design consultation services, shades, or cabinets
+ The BUDGET for them
+ The COMMITMENT to buy them now
+ The AUTHORITY to make that commitment

DON'T FALL FOR THE STALL
How can you get procrastinating prospects to sign on the bottom line?

Ask:

+ "If the timing were right, what would you need to move ahead with this?"
-or-
+ "I'm sure someone in your position and with your experience can decide on this now. Why don't we just go ahead with the paperwork?"

Either one of those questions should get them to make a commitment - or at least share with you their real objections.

Try one of these closing phrases:

+ "I need your approval to proceed."

+ "To confirm a delivery date for the furniture, all you need to do is OK this tentative order."

+ "Why don't we confirm your order now so we can start planning the installation schedule?"

+ "What else do I need to do to earn your business?"

+ "Do you have any other concerns I haven't addressed? If not, just sign here and we're on our way."

A "today only" special might motivate some reluctant buyers. You can offer a five per cent discount, an extra pullout shelf or pillows if they sign today.


SILENCE,PLEASE...
Don't talk your way out of a sale.

Studies show that 80 per cent of sales professionals fail to close the deal when their prospects are ready to buy.

The best thing you can do after presenting your final offer? Shut up.