Making Decisions is Hard Work for Most People

I have been selling professionally for around 45 years, and one of the things that I hear from both young sellers, as well as those that have been in business for a while and may not have bothered with sales training, how often they believed they had the sale but just could not get the sale over the line. However, there is one small thing that they tend to overlook or have never understood in the first place, and that simply is that most people avoid making decisions.

People need to feel comfortable when they reach an agreement – they dont want to make a decision to buy; otherwise they may just find a reason not to make a decision in the first place. Its always easier to agree than to decide. So, ask for an agreement, not a decision. Your smoothness of closing techniques will make the decision for them. You only need to get them to agree. Try this phrase: You would have to agree with that, wouldnt you? and you will get a Yes the majority of the time.

In life, it is simpler not to make a decision than to make the effort to make that decision. It is also much simpler to say No than it is to say Yes. Little wonder we fear the word No. No is not a rejection, but simply a way of saying, I am not prepared to make that decision until I know I have made the right decision. And no-one likes to make the wrong decision.

So, if any decision which may not seem to be 100% correct at the time was made by your prospect, he or she would undoubtedly feel they are not making a good decision, and therefore would not want to go ahead with the decision that may prove to be a bad decision in the long-run. A decision with a 95% commitment is no more a commitment than a decision with a 5% commitment. You need 100% commitment for that decision to be made and held to. And that is where salesmanship comes in. Salesmanship – by knowing what to say and do at what time, and then, how to do and say what needs to be said to close.

In life, it is simpler not to make a decision than to make the effort to make that decision. It is also much simpler to say No than it is to say Yes. Little wonder we fear the word No. No is not a rejection, but simply a way of saying, I am not prepared to make that decision until I know I have made the right decision. And no-one likes to make the wrong decision.

In life, it is simpler not to make a decision than to make the effort to make that decision. It is also much simpler to say No than it is to say Yes. Little wonder we fear the word No. No is not a rejection, but simply a way of saying, I am not prepared to make that decision until I know I have made the right decision. And no-one likes to make the wrong decision.

People need to feel comfortable when they reach an agreement – they dont want to make a decision to buy; otherwise they may just find a reason not to make a decision in the first place. Its always easier to agree than to decide. So, ask for an agreement, not a decision. Your smoothness of closing techniques will make the decision for them. You only need to get them to agree. Try this phrase: You would have to agree with that, wouldnt you? and you will get a Yes the majority of the time.

Copyright Profit Maker (Aust) Pty Limited and Peter Collins, 2009, Sydney, Australia