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April 04, 2024

How to Overcome Clients’ Indecision

Here are things you can do to overcome clients’ indecision

1. Don’t provide too many options or choices. Two to three is all you need.

2. Provide examples or situations which enhance your image in the eyes of the client. This will make the client comfortable in associating with you. This is yet another reason why top agents win more business; because their client sees their self-image being validated or enhanced by association.

3. If you see that the relationship isn’t a good fit for you, make it easy for them to say no. Be upfront about it. You will find it liberating and you will gain confidence in this new-found freedom of not needing a deal

The dual benefit here is:

You make it easy for the client to make a decision by taking all the pressure off them, and
they will consider you an ally rather than someone with the unpleasant association of putting pressure on them.

The result is you’ll either be a favourable choice in this transaction, or if not this time, they’ll reach out to you in the future.

We are now moving into the area of understanding the psychology of the client. Be aware that everyone’s decisions are influenced differently, so a standard script will not work for everyone.

You require a high level of awareness to sense and see the change in the client and listening skills to be able to tailor your response to their key requirements.
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September 03, 2015

WHEN DO YOU MOVE ON?

The funny thing is, the people who need to change the most aren’t open to it; often they don’t even know it and seem to live in a bubble. I am sure you have encountered many people who are like this. I certainly have! …and they can be a challenge to work with. Can you get this person to open themselves up to thinking in a new way or even to listen to you?

What you can do is, first learn to spot this person, then make a decision to either persist or move on. So, what are the signs that allow you as the sales person or manager, to pick or read these signals?

The key skill is tuning your listening skills to hearing what they aren’t saying.

Some of the signs are:

  • They are not willing to listen to you at all

  • They are unreasonable

  • Most of their sentences start with an “I”

  • They can’t seem to back up what they are talking about with facts and usually have no in-depth knowledge of what is actually going on with the team or themselves or their business

  • They often make irrational decisions that are primarily very emotional


You can get fairly quick at picking this up based upon daily experiences.

In my experience, if the selling cycle is longer than usual or they don’t take up an offer that virtually every other person has, you know what you’re dealing with. At this stage I have often decided to not spend any more time with these people as they are hard work and often have unrealistic expectations. You can often regret working with them. At some stage you have to pick up stumps and go to another game.

The choice is always yours and yours alone.