Because of the current tough economy, a common approach many customers are taking is to put off their critical buying decisions and proclaim their decision is simply, “no decision.” Therefore, as a salesperson, it is imperative that you shift your focus to helping customers see the immediate ROI they can achieve by deciding to buy from you. This process starts by asking the prospect when their fiscal year-end is and how they measure ROI in their company. Once you have this knowledge, you can then shift in one of two ways. You can either focus your comments on the ROI of buying from you or on the lost ROI of not buying from you. Either way, you will keep the discussion on the short-term, allowing the customer to see the reason why they need to buy from you now.

Share This