When fear is greater than excitement, deals die, fear is the strongest emotion governing purchase evaluations right now. Fear is a very powerful emotion and is killing deals every day. In this economy, companies are not looking to innovate and take risk, they are afraid. Afraid for their job, afraid to spend precious resources, afraid of the future and afraid to mess up. Purchasing (or lack there of) is begin driven (or halted) by fear…not excitement. Fear comes from two places, a high proability of failure (based on past experience) or lack of information. The best way to fight fear of the unknown is with information and risk reduction. You must prove, in a variety of ways that this will not be a mistake.
Filed under: Sales Tactics | Tagged: closing, deal close, Organizational Sales Effectiveness, Sales Process, Sales Strategy, Sales Tactics | Leave a Comment »
