Greg Replies About knowing what the buyer imagines will happen

Vladimir Malik Interesting example, Greg. I wonder if part of the problem is that sellers often treat hesitation as a closing problem when it may actually be a decision problem.A buyer can genuinely like the proposal and still be uncertain about the expected outcome, the risks, or whether now is the right time.The useful question isnt necessarily How do I get them to say yes? but What would they need to know to make a confident decision?Sometimes that leads to a sale. Sometimes it reveals that the deal isnt right. Either outcome is better than another follow-up call with no clearer understanding.

GREG:‍ ‍Great points Vladimir! Along those lines, a huge gap area I see in the thousands of sellers, of all skill levels, I've trained is - 1) Not understanding the outcomes buyers want and/or need, and why it's so important. and 2) Not asking the buyer what they IMAGINE will happen should they go with you. Does he see huge success? Does she imagine there is a huge risk of failure? Do they even know. If a buyer imagines going with your company is a huge risk, no wonder they're hesitant, or worried about price. It's the seller's job to understand what they imagine early on, so they could deal with that, or enlighten them with stories of other successes. Thanks for the note!