The more time that you let pass, the more likely that your sale will evaporate. You have everything working against you if you let time pass. So many external factors and influences, outside of your control, can enter the sales equation. As your customer continues to “think about” moving ahead with your order, things can go sideways. This is why it is paramount to always ask for the order early on and to close, or at least schedule tight follow-up next steps so that momentum isn’t lost. I have an amazing story to share with you that illustrates this point.
Several years ago I was interested in purchasing a ski condo in New Hampshire. I really liked the place so I proceeded to the real estate agent’s office to make an offer. The agent sat me down at his desk and put the purchasing agreement in front of me. He asked me one question: “What will be your offer amount?” I thought about this and I was considering a couple of numbers that were slightly less than the asking price. I think the condo was listed for something like $220,000 and I was kicking around the idea of offering $210,000 or maybe $215,000. I just needed a minute to think about what I wanted to offer. Now listen to this…. the agent looked at me and said, “you don’t have to decide now. Why don’t you think about it tonight or on the drive home and just get back to me when you are ready.” I replied saying something to the effect of, “I just need a couple of minutes.” He then replied back saying, “No, it’s okay. Take your time and think it over. You can email me the paperwork back after you decide.”
Well, I took his advice. I remember walking out of his office thinking, “he had a sale right in front of him but instead he told me to think about it!” What horrible salesmanship!! Once I left his office anything could happen! He lost control at that point. If he was just patient, I would have made a good offer and that would have put things in motion for a close. So what happened next…?
Well, I drove home and during the drive I thought about the condo (the offer) a lot. As I walked into my house, I fired up my laptop and decided to double-check if there were any other listings (condos for sale) that maybe I missed. And wouldn’t you know, I found a couple that piqued my interest! So I decided that it would be best to see these condos first before making an offer. I did just that and along the way, I met another real estate agent who had more listings that I had not even known about! I saw one of them and fell in love with it. I made the offer with this other agent and we closed. I never bought the first condo. A few days later the first agent called me and asked if I was still interested in making an offer. I told him that I was not and that I had moved on. His sale was dead.
Time kills all deals. When you have a customer that is ready to move forward, that is the time to close! Do not wait or allow unnecessary time to pass. It will only hurt you. Remember this story and don’t let time lapse on your deals!
-Happy Selling!