Waiting is the Hardest Part

By Brooke Green

What’s the hold-up?
Almost daily, I hear that one of the hardest aspects of selling is waiting for the prospect to catch up with you.  “Why do they take so long to make a decision? “ “They said they needed help.  I laid out my solution to fix their problem.  So what’s the hold up? “  Maybe this dilemma is a gift.

Discovery
Think about it.  Sometimes when we talk to prospects, we uncover problems that they didn’t realize they had; or, the problem is much bigger than what they had thought. Shortly thereafter, we work with them on how to solve that problem they didn’t realize they had – asking them to invest time, money, resources.

Then, when they can’t tell us immediately that we are the people they believe can help them fix this problem that is bigger or new to them, we get frustrated.

What is your intent?
We need to meet people where they are.  What does that mean?

A really good salesperson is really good at uncovering problems.  He/she also operates from a place of “how can I bring value to this situation?” not “how can I sell something?”  If your intent is to help, truly help, you’ll wait until the prospect can accept your help.

We’ve all been in the situation where we’ve pushed our solution on someone, and if they aren’t ready, it’s more painful for everybody than the original problem.

Sometimes it’s about the prospect believing that the problem is real, and then believing that you are the person that can help them solve it.  If you can help them get to that place (and be patient in the process), you become an invaluable resource, a trusted advisor.         

So remember, if it doesn’t happen on your time, it’s probably happening exactly the way it’s supposed to.