{"id":132,"date":"2011-02-23T06:55:56","date_gmt":"2011-02-23T06:55:56","guid":{"rendered":"http:\/\/momsnetwork.com\/workathomeblog\/?p=132"},"modified":"2011-02-19T22:01:31","modified_gmt":"2011-02-19T22:01:31","slug":"why-buyers-love-to-delay-buying","status":"publish","type":"post","link":"http:\/\/momsnetwork.com\/workathomeblog\/2011\/02\/23\/why-buyers-love-to-delay-buying\/","title":{"rendered":"Why Buyers Love to Delay Buying"},"content":{"rendered":"<p><script type=\"text\/javascript\"><!--\ngoogle_ad_client = \"pub-3923845094689161\";\ngoogle_ad_width = 468;\ngoogle_ad_height = 60;\ngoogle_ad_format = \"468x60_as\";\ngoogle_ad_type = \"text\";\ngoogle_ad_channel =\"\";\ngoogle_color_border = \"FFFFFF\";\ngoogle_color_bg = \"FFFFFF\";\ngoogle_color_link = \"000880\";\ngoogle_color_url = \"000880\";\ngoogle_color_text = \"000000\";\n\/\/--><\/script><br \/>\n<script type=\"text\/javascript\"\n  src=\"http:\/\/pagead2.googlesyndication.com\/pagead\/show_ads.js\">\n<\/script><\/p>\n<div><strong> <\/strong><\/div>\n<div><em> <\/em>Salespeople love to complain about buyers. One of the complaints  salespeople share the most is that buyers never seem to make up their  mind. Just about the time it looks like they&#8217;re going to make a buying  decision, they suddenly hold off.<\/div>\n<p><\/p>\n<div><\/div>\n<div>Yes, there are times when a buyer legitimately can&#8217;t make a  decision. Many times, though, the delay is nothing more than a tactic on  the part of the buyer to get a better deal.\u00a0 This is especially true of  professional buyers, who see numerous salespeople on a regular basis.\u00a0  Why should anyone make a decision quickly if they don&#8217;t have to? More  often than not, the buyers believe that by waiting, they will get a  better deal. The salesperson will get scared and will think the only way  to secure the sale is to offer a discount.\u00a0 Buyers believe this because  experience has shown them that it works!<\/div>\n<p><\/p>\n<div><\/div>\n<div>Salespeople by nature are scared.\u00a0 Don&#8217;t take offense to my  observation, because I include myself in this profession as well.\u00a0 We,  unfortunately, can view things too quickly in a negative manner. For  most salespeople, the way out of a situation like this is to immediately  offer the buyer a price reduction.\u00a0 This is exactly what the buyer  wants!\u00a0 They are looking for the salesperson to show some fear and some  sense that the sale may not happen at all. Once the buyer smells fear,  they know a better deal is about to appear.<\/div>\n<p><\/p>\n<div>This is also a key reason why many professional buyers love to  ignore phone calls, emails and all other forms of communication from  salespeople. Nothing can make a salesperson more scared than a buyer who  doesn&#8217;t communicate with them.\u00a0 If you&#8217;re a buyer, it&#8217;s hard to find  any activities that can result in a higher return on investment than  ignoring a salesperson or holding off on making a decision. These  tactics usually result in saving money.<\/div>\n<p><\/p>\n<div><\/div>\n<div>Now let&#8217;s look at this challenge from a salesperson&#8217;s perspective.\u00a0  Salespeople love to close sales and they also love to close sales  quickly, preferably with as little effort as possible.\u00a0 But effort &#8211;  particularly mental effort &#8211; can make the difference.\u00a0 This is the  ability to understand and rationalize objectively what is happening and  what is not happening.\u00a0 This means understanding why the buyer does need  to buy from you and how what you&#8217;re selling will allow them to achieve  their needs and objectives.\u00a0 The more you can build this kind of  objective thinking into your attitude, the better equipped you are to  keep negativity at bay.\u00a0 Negative thinking is the culprit that takes the  biggest toll on a salesperson&#8217;s level of success.<\/div>\n<p><\/p>\n<div><\/div>\n<div>As soon as the salesperson begins viewing the situation negatively  and how the sale may not occur, it&#8217;s only natural for them to think the  solution is to lower the price or offer something extra in the form of  service.\u00a0\u00a0 When the salesperson does this, two things happen. First, it  confirms in the buyer&#8217;s mind why the smart thing to do is to slow down  the decision-making process. Second, it destroys profit margin for the  salesperson.<\/div>\n<div><\/div>\n<p><\/p>\n<div>While there are several techniques to counter these outcomes, there  really is only one that is foundationally most important &#8211; the  confidence of the salesperson.\u00a0\u00a0 If the salesperson is not confident,  then every other tactic or strategy is useless and will have little  effect. Everything starts with the salesperson.<\/div>\n<div><\/div>\n<p><\/p>\n<div>Confidence begins with the total belief in your own skill set as a  salesperson and total belief in your ability to help the buyer fill the  needs they have.\u00a0 If you don&#8217;t believe in both of these, then there is  nothing else you can do to prevent the buyer from taking advantage of  you by delaying their decision.\u00a0 Buyers, especially professional buyers,  can discern very quickly how confident a salesperson is. If they sense  the salesperson is not confident, then they&#8217;ll delay their decision.  They have nothing to lose and everything to gain by doing so.<\/div>\n<div><\/div>\n<p><\/p>\n<div>On the other hand, if you as the salesperson are determined to  regularly and intentionally strengthen your own resolve and your own  confidence, your natural reaction to stalling buyers will not be to cave  under the pressure.\u00a0 Your reflex will be to wholeheartedly believe in  your product, your price and your potential to help the customer achieve  their goals.<\/div>\n<div><\/div>\n<p><\/p>\n<div>Are you going to let fear or confidence determine your future? The choice is yours, so choose wisely.\u00a0 And profitably.<\/div>\n<div><\/div>\n<p><\/p>\n<div>&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;-<\/div>\n<p><\/p>\n<div><\/div>\n<div><strong>Mark Hunter, &#8220;The Sales Hunter,&#8221; helps individuals and  companies identify better prospects, close more sales and profitably  build more long-term customer relationships. Since 1998, he has  consulted nationally and internationally with thousands of salespeople  and global companies. You can follow his Sales Motivation Blog at <\/strong><a title=\"This external link will open in a new window\" href=\"http:\/\/www.thesaleshunter.com\/\" target=\"_blank\"><strong>www.TheSalesHunter.com<\/strong><\/a><strong>. You can also connect with him on Facebook <\/strong><a title=\"This external link will open in a new window\" href=\"http:\/\/www.facebook.com\/TheSalesHunter\" target=\"_blank\"><strong>www.facebook.com\/TheSalesHunter<\/strong><\/a><strong>, Twitter <\/strong><a title=\"This external link will open in a new window\" href=\"http:\/\/www.twitter.com\/thesaleshunter\" target=\"_blank\"><strong>www.twitter.com\/thesaleshunter<\/strong><\/a><strong>, and Linkedin <\/strong><a title=\"This external link will open in a new window\" href=\"http:\/\/www.linkedin.com\/in\/markhunter\" target=\"_blank\"><strong>www.linkedin.com\/in\/markhunter<\/strong><\/a><strong>.<\/strong><\/div>\n<p><script type=\"text\/javascript\"><!--\ngoogle_ad_client = \"pub-3923845094689161\";\ngoogle_ad_width = 468;\ngoogle_ad_height = 60;\ngoogle_ad_format = \"468x60_as\";\ngoogle_ad_type = \"text\";\ngoogle_ad_channel =\"\";\ngoogle_color_border = \"FFFFFF\";\ngoogle_color_bg = \"FFFFFF\";\ngoogle_color_link = \"000880\";\ngoogle_color_url = \"000880\";\ngoogle_color_text = \"000000\";\n\/\/--><\/script><br \/>\n<script type=\"text\/javascript\"\n  src=\"http:\/\/pagead2.googlesyndication.com\/pagead\/show_ads.js\">\n<\/script><\/p>\n<a class=\"synved-social-button synved-social-button-follow synved-social-size-48 synved-social-resolution-single synved-social-provider-facebook nolightbox\" data-provider=\"facebook\" target=\"_blank\" rel=\"nofollow\" title=\"Follow us on Facebook\" href=\"http:\/\/www.facebook.com\/MomsNetwork\" style=\"font-size: 0px;width:48px;height:48px;margin:0;margin-bottom:5px;margin-right:5px\"><img alt=\"Facebook\" title=\"Follow us on Facebook\" class=\"synved-share-image synved-social-image synved-social-image-follow\" width=\"48\" height=\"48\" style=\"display: inline;width:48px;height:48px;margin: 0;padding: 0;border: none\" src=\"http:\/\/momsnetwork.com\/workathomeblog\/wp-content\/plugins\/social-media-feather\/synved-social\/image\/social\/regular\/96x96\/facebook.png\" \/><\/a><a class=\"synved-social-button synved-social-button-follow synved-social-size-48 synved-social-resolution-single synved-social-provider-twitter nolightbox\" data-provider=\"twitter\" target=\"_blank\" rel=\"nofollow\" title=\"Follow us on Twitter\" href=\"http:\/\/www.twitter.com\/momsnetwork\/\" style=\"font-size: 0px;width:48px;height:48px;margin:0;margin-bottom:5px;margin-right:5px\"><img alt=\"twitter\" title=\"Follow us on Twitter\" class=\"synved-share-image synved-social-image synved-social-image-follow\" width=\"48\" height=\"48\" style=\"display: inline;width:48px;height:48px;margin: 0;padding: 0;border: none\" src=\"http:\/\/momsnetwork.com\/workathomeblog\/wp-content\/plugins\/social-media-feather\/synved-social\/image\/social\/regular\/96x96\/twitter.png\" \/><\/a><a class=\"synved-social-button synved-social-button-follow synved-social-size-48 synved-social-resolution-single synved-social-provider-pinterest nolightbox\" data-provider=\"pinterest\" target=\"_blank\" rel=\"nofollow\" title=\"Our board on Pinterest\" href=\"http:\/\/www.pinterest.com\/momsnetwork\/\" style=\"font-size: 0px;width:48px;height:48px;margin:0;margin-bottom:5px;margin-right:5px\"><img alt=\"pinterest\" title=\"Our board on Pinterest\" class=\"synved-share-image synved-social-image synved-social-image-follow\" width=\"48\" height=\"48\" style=\"display: inline;width:48px;height:48px;margin: 0;padding: 0;border: none\" src=\"http:\/\/momsnetwork.com\/workathomeblog\/wp-content\/plugins\/social-media-feather\/synved-social\/image\/social\/regular\/96x96\/pinterest.png\" \/><\/a><a class=\"synved-social-button synved-social-button-follow synved-social-size-48 synved-social-resolution-single synved-social-provider-linkedin nolightbox\" data-provider=\"linkedin\" target=\"_blank\" rel=\"nofollow\" title=\"Find us on Linkedin\" href=\"http:\/\/www.linkedin.com\/in\/cyndiwebb\/\" style=\"font-size: 0px;width:48px;height:48px;margin:0;margin-bottom:5px;margin-right:5px\"><img alt=\"linkedin\" title=\"Find us on Linkedin\" class=\"synved-share-image synved-social-image synved-social-image-follow\" width=\"48\" height=\"48\" style=\"display: inline;width:48px;height:48px;margin: 0;padding: 0;border: none\" src=\"http:\/\/momsnetwork.com\/workathomeblog\/wp-content\/plugins\/social-media-feather\/synved-social\/image\/social\/regular\/96x96\/linkedin.png\" \/><\/a><a class=\"synved-social-button synved-social-button-follow synved-social-size-48 synved-social-resolution-single synved-social-provider-rss nolightbox\" data-provider=\"rss\" target=\"_blank\" rel=\"nofollow\" title=\"Subscribe to our RSS Feed\" href=\"http:\/\/feeds.feedburner.com\/CyndisWorkAtHomeBlog\" style=\"font-size: 0px;width:48px;height:48px;margin:0;margin-bottom:5px;margin-right:5px\"><img alt=\"rss\" title=\"Subscribe to our RSS Feed\" class=\"synved-share-image synved-social-image synved-social-image-follow\" width=\"48\" height=\"48\" style=\"display: inline;width:48px;height:48px;margin: 0;padding: 0;border: none\" src=\"http:\/\/momsnetwork.com\/workathomeblog\/wp-content\/plugins\/social-media-feather\/synved-social\/image\/social\/regular\/96x96\/rss.png\" \/><\/a><a class=\"synved-social-button synved-social-button-follow synved-social-size-48 synved-social-resolution-single synved-social-provider-instagram nolightbox\" data-provider=\"instagram\" target=\"_blank\" rel=\"nofollow\" title=\"Check out our instagram feed\" href=\"http:\/\/instagram.com\/momsnet\" style=\"font-size: 0px;width:48px;height:48px;margin:0;margin-bottom:5px\"><img alt=\"instagram\" title=\"Check out our instagram feed\" class=\"synved-share-image synved-social-image synved-social-image-follow\" width=\"48\" height=\"48\" style=\"display: inline;width:48px;height:48px;margin: 0;padding: 0;border: none\" src=\"http:\/\/momsnetwork.com\/workathomeblog\/wp-content\/plugins\/social-media-feather\/synved-social\/image\/social\/regular\/96x96\/instagram.png\" \/><\/a>","protected":false},"excerpt":{"rendered":"<p>Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they&#8217;re going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can&#8217;t make a decision. Many [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[79],"tags":[],"_links":{"self":[{"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/posts\/132"}],"collection":[{"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/comments?post=132"}],"version-history":[{"count":3,"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/posts\/132\/revisions"}],"predecessor-version":[{"id":135,"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/posts\/132\/revisions\/135"}],"wp:attachment":[{"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/media?parent=132"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/categories?post=132"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/momsnetwork.com\/workathomeblog\/wp-json\/wp\/v2\/tags?post=132"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}