HTSS 113 - How to reduce cancellations and regret in sales - Scott Sylvan Bell

Cancelations in sales are part of the game. You may have other names for when buyers back out of a deal. You could say that the buyer wants to unwind the deal or that they believe they made a bad decision. 

Sometimes the loss of the deal happens because you don't understand oscillation. There are also times where you lose the deal out of lack of preparation. 

Whatever the case maybe you can help keep a deal to stick by preparing in the presentation and coaching the buyer through what they will go through. 

First and foremost you must be prepared for the presentation and the deal. This means you practice and roll play your work. 

You let the buyer know their feelings and concerns are normal during the presentation. You deal with their back and forth decision. 

When it comes to the end of the presentation you ask for the deal. Once you get the deal you take the sale away to confirm the buyer wants the decision they made. 

You may be scared to think through the idea of asking to destroy the deal but you need to do it. 

Once the deal has been made and the purchase is a go then you will want to also explain what happens in their mind. They like the deal and then they don't like the deal.

If the deal hasn't been closed you can help with the oscillation of the buyer. Send thank you cards to everyone even if the sale was not made. Your client or potential buyer will want to know they are appreciated.