Handling Delays


In the sales process, especially in the final phases, delays can represent a frustrating gray area that leaves you hanging, wondering whether or not the customer will buy. After you have proposed a solution, one of three outcomes could take place:

  • Decision pending
  • Continuation
  • Stall.

Decision pending is a waiting period in which the decision has not been made. The reason could be that a key decision maker either was not present when the proposal was made or has not yet made up his mind; or that other, more pressing issues have arisen.

Continuation means that the customer seems to be interested in continuing the relationship with you but makes no specific commitment regarding your proposal.

Stall is a situation in which the customer puts you off or seems evasive. A stall usually indicates a hidden objection. Stalls typically occur after you have asked for a commitment. Use the following tactics to handle a stall:

  • Try to find out the real reason for the stall by using your questioning skills.
  • If the customer does not buy, find out why.
  • Get the objections out in the open and handle them, to determine the real reason for not buying.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Same-day Delivery


Same-day delivery, or same-day service, is an excellent promotional scheme for increasing sales at very little additional cost. As the economy becomes increasingly attuned to a “buy it now, have it now” attitude, we become more and more frustrated with waiting days (or often weeks) for purchased products to arrive or for service to be performed. Companies willing to guarantee same-day delivery have found this to be an extraordinarily effective sales tactic that practically ensures a competing edge.

 

Despite the fact that most people regard time as a valuable commodity, few businesses pay any attention to rapid service. Manufacturing, retailers, and service forms want their bills paid on time, but all too often, they do not reciprocate.

 

Although sales tactics that promise and then fulfill same-day delivery within a specific area must always bring in new customers, for some businesses, same-day delivery is impossible.

 

Doing what you say you are going to do when you promise you will do it will inevitably increase service sales as effectively as rapid delivery does in product businesses. It is simply good public relations. Turning it around, when a plumber, electrician, or furnace repairperson promises to take care of your service problems tomorrow and actually does so, the chances are very good that you will call that person again when the service is needed.

 

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please contact www.asifjmir.com, Line of Sight