Online Marketing Agency for Website Owners

Your presentation is perfect and your offer is matching the prospect needs. However, you do not know the basis of his decision process, you will get hard time to make him sign. What could be the decision process of the person you are talking to:

1/ the postponed decision. In this case, the prospect is waiting for the time when the circumstances of a purchase will be inevitable. If an urgent need comes out then the decision will be immediate. The fact you will get the order depends on your capacity to anticipate this need and react faster than your competitors.

2/ the friendly decision. Some customers feel obliged to work with a unique supplier. Discover the weaknesses of this supplier and highlight it during your sales speech. However, it is important not to focus on this type of partnership. Earn their confidence with small orders.

3/the third party decision. The customer is taking into account the opinion of purchasing advisor; it is your role to convinced them of your product qualities. It could be influenced as well by the competitor behaviour. Observe their products and sales policy and if it is in your favour, let the buyer knows about their actions.

4/ the result decision. Most of the buyer choose a product to achieve a personal or professional objective. You will need to show them how your offer could help them to realise it. Bring some facts: quantified data, test results.

5/ the sure decision. The buyer responsibility is important and they are often scared of bad decision making. Reassure him/her: Propose to rent the product for free during a month. Guarantee him a reimbursement if he is unhappy, show him customer references...