INDECISIVE CUSTOMER

They are people with little confidence in themselves, do not know well what they want or do not
communicate it clearly, ask for another alternative and avoid questions about the product because
they prefer to think it through. They are modest and reliable customers. Gaining their trust is what
will open the doors of the sale.

CHARACTERISTICS:

 They are slow to decide but easy to deal with. They are usually people who at the
beginning of the deal the service professional likes very much, but if he is not attentive, his
lethargy can exasperate.

 They ask very specific questions about specific things.

 Given their insecurities and fears, they are change-resistant clients.

 They are not always direct when speaking; they go around on a tangent, so the broker can,
through questions, make sure of what they are really trying to say. On the contrary, when
they are questioned, it must be done clearly, so as not to make them more insecure.

CUSTOMER MANAGEMENT

 We will try to help you by showing you our products or services, summarizing the
important points on different occasions.

 We will show you a limited range of products or services to avoid customer saturation.

 Speak slowly and act slowly. You should give it all the time it needs to move from one
topic to another.

 Focus on the person. These customers want and seek you to be available only to them.

 Earn their trust. The undecided client needs to gain security through the trust that is
generated with the broker. To gain this trust, in most cases it takes time, so the real estate
agent must take into account that it may not be a quick sale.

 Do not lose eye contact. As a support and to gain their trust.

 To give you the information you request. Not to hide anything but also not to give them
more information that could increase their concerns.

 Explain the ideas with order and logic. This will make it easier for them to understand
what you are telling them and will generate more confidence.
 MISTAKES TO BE AVOIDED:

 We must not let him think that his indecision is something strange given the
characteristics of the product or service we are trying to sell.

 We must leave him room to reflect on his decision, never to burden him.

 Nor should we present him with an excessive amount of data and information, as this will
increase his indecision.