My friend and I have been working on a book idea. Both he and I believe there are enough "How to Sell" books. What business needs is a book on "How to Buy Stuff". Tips on how to move your business forward by paying attention to sales and marketing...not yours...but "The Pitch" and then how to and how not to take action.
Chapter Two, we've decided is "How Not to Allow Deadlines to Assist in Not Buying". Ready?
Here is the set up: Let's say you manage or own a business and every day of the week you are called on to listen to a pitch. (Here's what I think about your duty to listen to every one!) When the pitch is complete you say to the salesperson, "This is fantastic! It's exactly what we need. Let me get back to you in a week."
Then the week goes by and the salesperson, who has kept in touch with you during the week hears nothing back. Crickets!
The day comes and the salesperson finally catches up with you and you say, "I know today is the deadline for the offer but, I just can't get it done today. I'm sorry!"
So, we went from "Gotta have!" to "I don't have time to put my signature on a document."
The customer used the deadline to help him/her fail to follow through with the buy. Sad.
What should happen is the buyer, during one of the interactions between the pitch and the deadline, should have said was, "Look we considered this but, in the end, it's not going to work for us because..." It's important the salesperson hears the "Why.." because perhaps the objection is something you just don't understand.
Or...you just made up your excitement during the pitch which is phony and not a good way to do business.