by Cheryl A. Clausen

The prospect told you they wanted to buy, but then they changed their mind. They may have excitedly bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. You were left wondering how that could happen. Almost every salesperson has had this experience. But you may not understand why it happens. Unfortunately you have yourself to thank for the result you got, but there is a simple explanation for why it happens.

These buyers are highly emotional in their decision making process. They're all excited about buying, and you're all excited about a sale. This probably doesn't happen all that often, and you're thinking this is going to be one of the easiest sales you've ever made.

You think you have a closed deal and then it all fall apart. Unfortunately, fell into a deadly sales trap. You fell into the trap of thinking the reason they told you they wanted to buy was the real reason or an important reason to them. The problem is the buyer isn't clear about their need or what they want. They think they want to buy, but then they start thinking about it and they realize hey really don't need what your offering or they really don't want what they thought they wanted. They have an apparent change of heart because neither they or you are clear about the real need or want that they have.

So how do you circumvent and avoid this? Until or unless you help the prospect to clearly understand that there is a need and that the need is important you have a window shopper on your hands. Your prospect has to have a light bulb go off solidifying for them exactly what they want to do, why that's important, and why it's important to take action now.

Help the prospect through this thought process by asking good questions. Get the over eager buyer to take a step back to help you understand why they need what you have. If you dont', you'll have the sale fall through because their won't be a strong motivation to complete the purchase process.

Through your gentle probing questions you're helping the prospect to build their own case for purchase. Now the great thing about that is people hate to be wrong, so if they wanted to back away from the sale later they'd have to disagree with their own argument and that's highly unlikely. Through this sales discussion both you and the prospect have the same information at the same time, and when that happens you reach the same conclusion and that means a sale for you if you're a match.

About the Author:

About the author: Cheryl Clausen can help you get unstuck. Wonder how your Sales Skills match up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, try this. Click here to get your own unique version of this article. SEO Web Directory.