Whether Encouraging Prospective Students or Employers We’ve All Sensed Prospective Customers That Are Reluctant to Proceed.
When Reluctant Buyers voice their issues it is relatively easy as we have been trained to handle the situation; we know about sales objections and how to handle them. The real problem comes when we just sense their reluctance but it is left unsaid.
So what do we Brits do? Often we leave sleeping dogs to lie. We don’t like raising problems. this is mainly because we try to avoid conflict at all costs.
The result is the meeting or negotiation goes well, there is no conflict and we part “good friends”. But the student never reappears or the employer doesn’t place the order for training or doesn’t proceed with taking an apprentice.
Everyone has wasted their time. It is a lose lose situation.
Handling Reluctant Buyers Unsaid Sales Objections
This is a time to be brave. We need to follow our gut instinct and recognise the unsaid sales objection. Then we need to act.
Action means raising the issue .. I know it is hard and against the rules of avoiding conflict at all costs. But we have to do it.
It needn’t lead to conflict if handled properly. Part of the secret is to choose the right language. Use words that aren’t likely to provoke. For example say something like, “I sense you have some hesitation”, or “I sense you have a few unanswered questions”!
That turns the need to avoid conflict on its head. The prospect now wishes to avoid conflict and will normally answer so as to avoid conflict. but they will do so without feeling pressured or pushed in to a corner because you have posed your comment in a helpful way.
The thing is, if you sense an issue you need to bring it into the open. If you think this means risking the lose of a prospect look at it another way. If they leave with unresolved issues they are unlikely to sort them out without your help .. and they are unlikely to call you again if the issues are big. And if the issue ios small you can resolve it quickly, simply and easily there and then.
This simple technique works in all forms of FHE negotiations be they a simple enquiry at an open event or when across the table in an intensive employer negotiation situation.