Has a prospect ever told you they wanted to buy, and then changed their mind? Or they bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. Were you left wondering how that could happen when they seemed so excited and on board? If you've never experienced this you've got to be green. Every beginner and many seasoned professionals experience this and they don't understand why it happens. The explanation is actually pretty simple, and you have yourself to thank for the result you got.

Buyers are highly emotional in their decision making process. Somehow you've gotten their attention or entered their radar, and they're all excited about buying. And you get all excited because this probably doesn't happen just all that often to you, and you're thinking this is going to be one of the easiest sales you've ever made.

You think you have a closed deal and then it all fall apart. Unfortunately, fell into a deadly sales trap. You fell into the trap of thinking the reason they told you they wanted to buy was the real reason or an important reason to them. The problem is the buyer isn't clear about their need or what they want. They think they want to buy, but then they start thinking about it and they realize hey really don't need what your offering or they really don't want what they thought they wanted. They have an apparent change of heart because neither they or you are clear about the real need or want that they have.

You can circumvent and avoid this. Help the prospect to clearly understand that there is a need and that the need is important. You have to help the prospect to solidify in their mind exactly what they want to do, why that's important, and why it's important to take action now.

The easiest way for you to help the prospect through this thought process is to ask good questions. When you have an over eager buyer you need to get them to take a step back to help you understand why they need what you have. In most cases, the quickest way toward a sale is to step back.

One of the best ways to help the prospect to build their own case for purchase is asking probing questions. Because people hate to be wrong they won't be likely to back away from the sale later. As you have your sales discussion both you and the prospect have the same information at the same time, so you'll reach the same conclusion and that means a sale for you if you're a match.