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Posts Tagged ‘ “just looking” buyers ’


Just Looking Buyer

August 19, 2013

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Just Looking Buyer

Jason Forrest speaks about the just-looking buyer and how you the sales pro can do with these types of prospects.

Note from Jason Forrest: Busting the Scotomas

June 6, 2013

Sales Professionals:

Unzipping Wooden wall with nature background-breaking barriers-Jason Forrest-Forrest Performance GroupDo you know the difference between the games your mind plays and the truth? Even though humans are capable of rational thought and self-control, we can still be duped. Getting into routines may make you desensitized to reality and blind you to certain facts. When this happens, you’ve experienced a “Scotoma.”

When a potential buyer says he’s “just looking,” do you take that at the surface level and assume that means he wants to be left alone? Or do you dig deeper and consider that he may just need a sales pro to lead him and to prove that a sales professional can be a welcome addition to his buying process? Often, a “just looking” buyer is actually just a person who hasn’t gathered enough information or who hasn’t had urgency created for them.

There’s a scotoma-busting question you can ask yourself when this happens: Is my belief/assumption in this moment holding me back from making a sale or is it moving the sale forward?

If you back after the buyer says, “I’m just looking,” then something is holding you back and it’s part of the game you’ve allowed your mind to play. However, if when the buyer says this and you think “Okay, I am the expert here and it’s my job to provide solutions and lead this buyer to the information they’re searching for,” then you are moving the buyer and yourself forward.

Consider ways you can identify and overcome the scotomas in your mind and keep your mind sharpened to the realities of the situations you face.

Here’s to earning what you’re worth!

Jason Forrest

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Angry Buyers

April 10, 2012

Angry Man-Angry Buyers-Jason Forrest-Forrest Performance GroupA couple comes in to a new home sales office and says, “We’re just looking.” What they don’t say is that they arranged a babysitter, filled up their SUV at $4 a gallon, and drove an hour to the community on a Saturday afternoon–the only day they both have off.

They say they’re just looking because they don’t know exactly what they want–they just know they’re not totally satisfied with what they have. The couple repeats the routine for six months and finally returns to the same community, arms crossed and brows furrowed. This time, they angrily say, “We know exactly what we want–do you have it?”

Why are they so angry and short? Well they’ve just spent much of the past six months unsatisfied with their current situation, but unsure what they want to change. As much as they’re afraid of being sold or of committing to something that isn’t right for them, they’ve walked into sales office after sales office, unconsciously begging someone to help them figure out exactly which home will improve their lives.

And now they’re ticked because nobody led them to a solution. Nobody had the courage to reject the “just looking” smokescreen and take them through the process like they would anybody else.

When they said they were just looking, salesperson after salesperson left them alone to wander the models aimlessly and return to their less-than-ideal home with an empty tank of gas and no answers.

Remember, an angry buyer today was a just looking buyer six months ago. And a just looking buyer today is just a solution away from being a contracted buyer. Because what they’re really “just looking” for is someone to guide them home.
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For more on this subject, see dare 21 (“Focus on the ‘Just Looking’ Buyer”) of my book, 40 Day Sales Dare.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.