Ever watch the game show Let’s Make A Deal? A costume clad audience member is faced with several prize options and must make an instant decision as to which to choose. Curtain #1? Maybe curtain #3? The prize choice must be made quickly; after all, it’s only a 60 minute show!
Some salespeople ask for an instant decision from their customers. With a one-time customer, as with a retail sale, asking for a quick decision is expected. After all, in retail, the mall closes at 9, and customers must vacate the premises. But when building a long-term relationship with a customer, salespeople might want to rethink the quick sale approach.
“Take it or leave it…right now” might make a potential long-term customer sprint away faster than the Road Runner. Build a long-term customer by avoiding hard-sell, I-need-a-decision-right-now-or-nothing pressure. Instead of demanding an instant decision, ask your customer for a time you can visit or call to get a decision. With a returning customer, take the time to build the relationship. The return on your patience might just be a life-long client.