What is the most important reason that sales fail to close on time or even close at all? When you get a mismatch by sellers selling forward and buyers buying backwards! Sounds like double Dutch? Well this article discusses how to position your proposition in line with the prospect to make them an eager buyer.

Do you remember the last time you bought something that you were really looking forward to owning? What did it feel like when you finally got it, were you excited?

Good sales people arouse that level of excitement in ownership, with their customers. Was it a house or car, I bet you couldn’t wait to get hold of the keys!

For this example, I am going to assume that the purchase was for a house.

But a lot of things had to be done first. You had to make sure that you really wanted what you were going to get, you did your due diligence, after you had responded to some form of marketing communication. You made sure that what you were going to purchase met your needs.

Can you remember how the sales person helped you along the way?

- Answered all of your questions and concerns.

- Helped you come to the conclusion that you had made the right choice.

- Helped you realise what was superior about your intended purchase over and above other things that you had considered along the way.

- But before you took ownership, there were probably a number of things you needed to do. Here is a check list, and see if you can remember going through these stages;