When Buyers Hesitate

You’ve just invested the last 30 minutes of your day with someone who truly needs your product or service. You feel like you’re on a roll. That your product is truly good for them and they can afford it.

It began when they explained what they were looking for when you first met. They answered all of your questions about their more specific needs. They listened intently to your explanations, watched your demonstration carefully, handled the product, selected colors or sizes that would work for them. Basically, they seemed very involved and moving toward the purchase. Then, the brakes went on. They just stopped. Then, they started hedging, asking questions you had already answered and physically backing away either by sitting back in their chair, crossing their arms or literally leaning or stepping slightly backwards.

What happened? [Read more…]