Turning Maybe into Yes
Hearing maybe from a buyer is all to common and can be disheartening as the customer fails to show interest or initiative while giving a noncommittal answer. In some instances a ‘maybe’ indicates a lack of authority especially when making lasting decisions. Other times it is merely out of reluctance to either affirm or deny your question. In the sales market a maybe can kill your sale and it is essential to find out what is causing the maybe and turn that maybe into a yes.
Often times a maybe isn’t an outright no at the time, more commonly a maybe is a delay imposed by the buyer in order to have a amount of time before they need to make the actual decision so that they can consider all their options. Unfortunately this time also gives the buyer a chance to forget to consider your product, where we arrive at another maybe or a no simply because the buyer has had other matters that he deemed more important.
What can be done in either of these situations? How can a seller turn a buyers maybe into a yes? Turn any maybe into a small yes when it first comes up. Instead of relying on a maybe to finish the conversation think of the possibilities, take action which helps the buyer to clarify their points of affirmation or negation.
A good way to do this is by eliminating time from the process completely, once you have eased the buyer into knowing that there is no time constraint assist the buyer into finding a focal point of the product or deal to focus on. What exactly would they need to decide in the time they first proposed? By doing this you are able to turn a maybe into a yes.