Written by: Vickie Sullivan  |  February 23, 2021

2 Reasons Why a Buyer Disappears

All of us have had great conversations with a buyer, only to have the opportunity disappear. Frustrating is an understatement.

There are a lot of reasons why that happens. But I want to take a look at the timing – the points during a sales conversation when a buyer start planning their escapes. I call these points “dangerous intersections.” Here’s a look at two such points:

• When money is mentioned. You know to watch for the “flinch,” that reaction that indicates budget may be a problem. What usually happens: The buyer will put on their game face and give a “no problem” response. This false positive is hard to spot because folks will not tell you directly that you’ve exceeded their budget. To save face, they just go silent.

• When it’s time to sign the contract. You negotiate all the details and assume the contract is a done deal. Nope. Many buyers get cold feet when it’s time to commit. All of a sudden, they have big questions. Do they have time to implement? What if something goes wrong? And instead of addressing these concerns, they get diverted by some unrelated, yet important priority. And they start dodging your follow-up calls and emails.

Listen: How to Approach Dangerous Intersections

It’s tempting to take buyers at their word and assume the opportunity is alive and well. However, that just sets you up for disappointment when they disappear. Instead, anticipate these moments so you can help buyers move past their fears and focus on the outcome they really want.

Now Read This:

• Sales: How to Dodge Invisible Logistics
• Strategic Sounding Boards Give Real-World Advice for When the Rubber Meets the Road