Sell By Not Selling

It’s not the right time to sell right now. Probably not.

It’s not the right time if the buyer is just starting to look into options.

It’s not the right time if the buyer is feeling the market for solutions.

It’s not the right time if the buyer is just looking around.

It’s certainly not the right time if the buyer isn’t in motion at all.

So what you are looking for, is motion.

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Disqualifying buyers is a great lens to have, because otherwise you’re probably going to be looking at ways to sell any chance you get.

You want to disqualify any buyer that doesn’t show signs of real momentum. If there’s no urgency, don’t sell. If you don’t see that they’re pining for progress, don’t sell. If you feel like they’re just starting out their research, don’t sell. It’s safe to disqualify these buyers.

So what should you do instead? Well, in the oft chance you might be disqualifying a buyer that really is in motion, you could be asking questions. You could be actively curious. You could be running through options with the buyer, in order to serve their current stage of research. You could just be super helpful.

And then, you’ll know. You’ll see that their wheels are now turning. They’ll be trying to discard other options, they’ll be trying to make options fit. They’ll be trying to talk themselves into the purchase. They’ll try to think of the timelines, the next steps. They’ll think of their current situation and see that it’s time to leave it. You’ll be hearing all this because of your curiosity.

Is it at this point that you start selling? You can help them make that final decision. You can help them choose the right option. You can talk about that future, the next steps. You can bundle things together that might be a better package to help them make progress than a single item would. You could unbundle things too, because you have the authority. You could feel for the objections. You could be straight up too.

In any case, this might not be what you thought selling meant. But this is the part where you’re selling.